Category Archives: BookNotes

Leaders Need to Work Out of Both Sides of Their Brains

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After my design thinking diatribe in yesterday’s post, maybe it’s time for a little balance in the ever-present battle between the linear, analytical left brain and the chaotic, creative right brain. There is an unavoidable but healthy tension between creating the new and preserving the best of the present; between innovating new ideas and maintaining healthy existing ones. As a leader, you need to learn how to manage that tension, not adopt a wholly new set of techniques and abandon all of the old. It’s not that many analytic approaches are bad – it’s just that in many organizations, it’s all they’ve got.

The VUCA (volatile, uncertain, complex, ambiguous)future we’re living in will require multiple tools in the leader’s tool kit – a design suite especially tailored to starting up and growing new ventures in an uncertain world, and an analytic one suited to running established organizations in a more stable environment.

What leaders need is not a right brain transplant that throws the old left brain tool kit away – they need to be taught some new approaches to add to the tool kit they’ve already got. Business as usual can help leaders do things designers have trouble with. Design needs business thinking for good reasons:

Novelty doesn’t necessarily create value

The flip side of the defense of the status quo because of its familiarity is the pursuit of novelty only because it’s new. How many times have you seen (or have been guilty yourself) ChurchWorld leaders who have attended the latest conference and returned to their church to try the latest and greatest geewhizjimmyhawthingy guaranteed to (fill in the blank) your church?

Even value creation is not enough

Churches, in order to survive, must care about more than just creating value for the existing organization. It is an important, but insufficient, first step. To survive long-term, churches need to be able to execute and capture part of the value they create in a duplicatable process that accomplishes their mission and reproduces their “product” – disciples. While doing creating and innovating, they must in Jim Collins’ words “remain true to the core.” This requires solid businesslike thinking: can we translate a new and innovative idea from small experiment to a significant part of the organization’s being without messing up the recipe?

How many more stylish worship environments or new group ideas do any of us need?

Cool stuff is great, but design has the potential to offer so much more. Design has the power to change the world – not just make it pretty or more functional. Just because you can do a thing doesn’t mean you should do it. The discipline of design should address our most challenging problems, not just pretend to make us better or fulfill our dreams.

Part of an ongoing adaptation of Designing for Growth by Jeanne Liedtka and Tim Ogilvie to fit ChurchWorld realities

Does Word of Mouth Suit You to a T?

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More great stuff from Andy Sernovitz’s book “Word of Mouth Marketing“:

The Five Ts of Word of Mouth Marketing

  • Talkers – Find people who will talk about you
  • Topics – Give people a reason to talk
  • Tools – Help the message spread faster
  • Taking Part – Join the conversation
  • Tracking – Measure and understand what people are saying

Here’s your homework assignment: go here and download the 5 Ts worksheet. Now complete it for your church.

What are you waiting for? Dive into the Ts and turn them loose!

UPDATE

If you are doing something worth talking about, it’s time to put a plan together to help the conversations happen. Here’s a great worksheet to do just that, by Andy Sernovitz who is the author of the 5 T Worksheet above. The action plan will help you think about:

  • Who to assign what
  • How to start with the basics
  • How to experiment with different WOM techniques

Remember, everyone’s talking – why not help them talk about your organization?

Everybody’s Talking…

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Why not give them a reason to talk about you?

Word of mouth marketing has been defined as ” a) giving people a reason to talk about you and b) making it easier for the conversation to take place”.

Andy Sernovitz, author of “Word of Mouth Marketing”, has compiled some great ideas about how to use Word of Mouth: check them out here.

What’s the lesson for ChurchWorld?

Sernovitz lists 4 Rules for Word of Mouth Marketing. I’ve listed them here, along with my interpretation of how a church might apply them:

  • Rule # 1: Be Interesting. Nobody listens to boring, and that goes for churches, too. Do you communicate with passion and energy in all you do?
  • Rule # 2: Surprise People – Make Them Happy. Do you do everything with excellence? Do people leave your campus excited about what they’ve experienced, and ready to tell others about it?
  • Rule # 3: Earn Trust and Respect. Nobody talks about an organization they don’t trust or don’t like. Welcome your guests, then listen to them. Fulfill their needs, and work constantly to make the best impression you can.
  • Rule # 4: Make It Easy. Work hard on your vision so it’s easy to remember and repeat. What can people tell a friend about your church in one sentence?

In today’s hyper-connected world, word of mouth is more important than ever – even when the “word” is digitally transmitted.

 

 

A New Way to Play Follow the Leader

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Walt Disney’s unique definition of leadership:

The ability to establish and manage a creative climate in which individuals and teams are self-motivated to the successful achievement of long-term goals in an environment of mutual respect and trust.

Today’s post continues excerpts from Innovate the Pixar Way by Bill Capodagli and Lynn Jackson. The authors contend that Pixar has reawakened the innovative spirit of Walt Disney and set new standards for commercial and critical achievement. The book explores how Pixar has built an organization on the simple philosophy that quality is the best business plan. With a track record of 13 for 13 smash feature animation films, it’s hard to argue!

Walt Disney didn’t ascribe to the childhood playbook for “follow the leader” – instead, he created an environment of self-motivated creative thinkers who worked together to deliver a magical, magnetic, enchanting experience for his audience.

Pixar understands leadership the same way.

 

  • Establishment of a Clear Vision – Pixar has a clear vision and communicates that vision to its team. The best leaders are excellent communicators, engaging their teams by providing them with the tools and information needed for success – and then trusting them to do their jobs.
  • Creative Climate – Creative climates need leadership and a management style that helps them to develop and grow and allows them to have fun in the process. Pixar is in the people development business, going to great lengths to nourish and support its team members. They invest in people, creating a culture of learning, filled with lifelong learners.
  • Individuals and Teams – Pixar thrives on teamwork, but each person on the team is given creative ownership of even the smallest task. This level of autonomy and accountability is practically unheard of in the movie business, where a top-down fear-driven culture is the norm.
  • Self-Motivated Personnel – great leaders know that self-motivated people are essential to developing a creative culture. Pixar is continually on the lookout for new talent that can blossom with their unique culture. The team at Pixar is 100 percent self-motivated to being as creative as they can be and to making movies the best they can. Period.
  • Long-Term Goals – It’s always been about creating for the long-term at Pixar. Their definition of “long-term” speaks volumes about its culture. They go to great lengths to ensure that its culture can support new ventures and still remains true to their values.
  • Mutual Respect and Trust – Pixar team members have embarked on a journey together, nurturing one another in an environment of mutual respect and trust. When leaders exhibit a high level of respect and trust, earned over time, that’s exactly what they will get in return.

There’s no “follow the leader” game at Pixar. Their playbook simply calls for an open playground where leadership serves as a catalyst in the pursuit of big dreams.

If you were to hold up the “magic mirror on the wall” to your leadership style, what would you see?

Think Like a Director

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Pixar is obsessed with only one quality measurement for every film:

It begins and ends around the story.

Bill Capodagli and Lynn Jackson, writing in Innovate the Pixar Way, want leaders to think of their team or organization as if they were the director of a Broadway play. It’s time to sit in the director’s chair and visualize the major pieces of the production and direction of the play – the story, setting, roles, and backstage processes.

Begin with the Story

What’s your dream? What story are you trying to tell? It doesn’t matter if you are creating the next Pixar animated feature film, designing a new appliance, opening a new store, or planning a new ministry to reach people – you have to bring your vision, your story, your dream to life in an exciting and exhilarating way. Craft your story in a way that will ignite the creative energies of your team and mage magical, dream-come-true moments for your “customers.”

Instead of “meeting customer expectations,” start fulfilling their dreams. Craft the experience in terms of:

  • 3-dimensional Technicolor images
  • Dreams fulfilled
  • Magical moments
  • Doing the impossible
  • Story, plot, theme
  • Unique, memorable, and engaging
  • Passionate belief in values

Build the Set

If you were a director, you would have a set designer whose job it is to make sure the visual journey of the audience complements the overall story. Like Walt Disney, Pixar chief creative officer John Lasseter is fanatical about details:

Every detail has to be thought out, designed, modeled, shaded, placed, and lit…It takes four years to make one of these films and there are no excuses after the movie’s done – it’s going to be that way forever.

The “virtual set” in your organization is immense and includes everything from the parking lot, buildings, and program to the website, graphic displays, and language used. The setting is part of the creative experience – don’t overlook or shortchange it.

Recruit the Cast

As the director of a play or movie you would search the acting community to identify and cast the perfect actor for each role, selecting someone who will make the role come to life, someone who is dynamic, exciting, exuberant, interesting, and believable. Why is it that in the organizational world we tend to look for the candidates who have the best pedigrees, not for the ones who are interesting or diverse or have ideas that might be considered eccentric?

Colorful, unique, memorable, magical moments will seldom be created by boring, myopic, unimaginable people.

Design the Backstage Processes

Imagine it is opening night of your Broadway play. You have an engaging, heartfelt, emotional story. You have an award-winning set designer and have assembled an ensemble of some of the best actors in the industry. You have rehearsed and rehearsed. Fantastic reviews will be forthcoming – or will they?

What if duplicate tickets were sold, the curtain gets stuck halfway up, and the main stage lighting goes out during Act 3? What could have been a colossal hit might struggle to stay open.

Getting your “backstage” support and “onstage” show to all work and play well together can be just as important to the success of your organization as unleashing the creative energies within each department.

Remove the barriers between “backstage” processes and the “onstage” show, and watch the magic happen.

Is it time to stop cutting and pasting your old and frankly boring service and think like a director?

Tomorrow: A New Way to Play “Follow the Leader”

Where Did the Creativity Go?

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Consider the talents of the following two groups who were asked these three questions:

  • How many of you are good singers?
  • How many of you are good dancers?
  • How many of you are good artists?

About 2 percent of the first group responded positively to each of these three questions. That’s a typical response of most business teams. But it’s possible to find a second group in almost any community who would give nearly 100 percent positive responses. Surprised?

Ask any group of first graders these three questions, and the children will respond with an enthusiastic “Yes!” to each one.

All children are creative – they’re born that way!

What happened to the creative gene that was so alive in our childhoods?

Authors and consultants Bill Capodagli and Lynn Jackson have answered that question in their book Innovate the Pixar Way. Subtitled “Business lessons from the world’s most creative corporate playground,” the book details how Pixar provides a working environment that encourages imagination, inventiveness, and joyful collaboration.

The book asks, and then answers, these questions:

  • How do you build an organization that embraces change and delivers an innovative, high-quality service or product?
  • How do you establish a culture of creativity in which the talents and abilities of all are nurtured and honed with great care?
  • How do you unleash the creative genius within your team and still meet budgets and deadlines?
  • How do you establish an environment that awakens dreams?

Going behind the screen at Pixar, Capodagli and Jackson answer these questions and more. Here’s a sample:

Pixar goes to great lengths to hire people who are interested in working together as a network in solving problems, building and supporting each other. Four common proficiencies are vital to making art a team sport.

  • Depth – demonstrating mastery in a subject or a principal skill such as drawing or programming; having the discipline to chase dreams all the way to the finish line
  • Breadth – possessing a vast array of experiences and interests; having the ability to explore insights from many different perspectives; being able to effectively generate new ideas by collaborating with an entire team
  • Communication – focusing on the receiver; receiving feedback to ascertain whether the message sent was truly understood; only the listener can say, “I understand”
  • Collaboration – bringing together the skills, ideas, and personality styles of an entire team to achieve a shared vision; fostering collective creativity and keeping the vibe and energy in the room upbeat and alive

Wouldn’t you want to work on a team in an environment like that?

Maybe the better question is,  Wouldn’t you want to lead your team in an environment like that?

Tomorrow: How to Think Like a Director

Other Posts You Might Be Interested In:

The Creative Process at Pixar

The Secret of Disney World

My Top Ten Takeaways From Disney World

The Disney Job Description

How to Make Your Influence “Stickier”

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Want to make your written communications more likely to be read?

Use a sticky note.

Social scientist Randy Garner ran an intriguing study in which he sent out surveys to people with a request to complete them. The survey was accompanied by either (a) a handwritten sticky note requesting completion of the survey, which was attached to a cover letter; (b) a similar handwritten message on the cover letter; or (c) the cover letter and survey alone.

That little yellow square packed quite a persuasive punch: more than 75 percent of the people who received the survey with the sticky note request filled it out and returned it, whereas only 48 percent of the second group and 36 percent of the third group did so.

Garner suggests that people recognize the extra effort and personal touch that this requires, and that they feel the need to reciprocate this personal touch by agreeing to the request. Reciprocity is the social glue that helps bring and keep people together in cooperative relationships – and you can bet that it’s a stronger adhesive than the kind on the back of a sticky note.

An ounce of personalized extra effort is worth a pound of persuasion.

The above information came from a great book entitled “Yes! 50 Scientifically Proven Ways to be Persuasive.” Authors Robert Cialdini, Noah Goldstein, and Steve Martin reveal simple but remarkably effective strategies that will make you much more persuasive at work and in your personal life.

This week I have been looking at some of my favorite examples of persuasion from the book in preparation for a major presentation this fall entitled “Selling Change.” You can see the other posts here, here, and here.

Using a Trimeth Lab to Boost Your Influence

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The chemical and pharmaceutical industries have given us drugs for everything under the sun. You might be surprised to learn, however, that there’s a drug that could make you more persuadable if you take it and make you more persuasive if you give it to others. Perhaps even more shocking is the fact that this drug is now widely available through “trimeth labs” that are popping up in neighborhoods everywhere.

Before we explore that trimeth lab, a quick explanation: I’m wrapping up a series of posts from a great book entitled “Yes! 50 Scientifically Proven Ways to be Persuasive” by Robert Cialdini, Noah Goldstein, and Steve Martin. The information above (and expanded below) is a sample of simple but remarkably effective strategies that will make you much more persuasive at work and in your personal life.

Now – back to that trimeth lab.

The drug, known in the chemistry community as 1, 3, 7-trimethylxanthin, is more commonly known as caffeine, and these “trimeth labs” are more commonly known as coffee shops. Be it Starbucks, McCafe, or your local favorite coffee-house, the beverage you get there is a potential tool of influence and persuasion. We all know that caffeine can make us feel more alert, but can it make us more persuasive?

To test coffee’s persuasive prowess, scientist Pearl Martin and her colleagues first asked all of their participants to drink a product resembling orange juice. Half of the research subjects had their drink spiked with caffeine – the approximate amount that you might find in two cups of espresso.

Shortly after drinking the juice, all participants read a series of messages containing very good arguments advocating a certain position on a controversial issue. Those who had consumed the caffeinated beverage before reading those arguments were 35 percent more favorably disposed toward that position than were those who drank the plain juice.

The researchers also tested the effect of caffeine when participants read messages containing weak arguments. The results showed that caffeine has little persuasive power under these circumstances.

Given a choice, the studies suggest that you should make presentations when people are most alert – shortly after they’ve had their morning coffee fix, and never right after lunch. If you can’t choose the time of day, having coffee or caffeinated tea or other drinks on hand should make your audience more receptive to your message. Be aware that it usually takes about forty minutes for the full effect of caffeine to kick in, so time your presentation well!

Remember, the research suggests that this strategy is effective only if your arguments are genuine, thoughtful, and well-reasoned. So pour yourself a cup of coffee and write, edit, and rewrite your next presentation till it is absolutely on point.

Then break out the coffee for your audience.

If you have enjoyed this post as an example of increasing your persuasion, check out the others in the series from Monday and Tuesday. I highly recommend the book as well. The stories and examples contained show that persuasion is not just an art, but has many elements of science to it as well.

Jumping on the Bandwagon

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When you are leading out in new directions, and want to get group buy-in, there’s nothing like using the momentum of the bandwagon.

But remember: the person who asks others to “jump on” is critical.

In a wide-ranging study based on hotel guests buying in to the reusing of towels for more than one night, social scientists were able to increase the frequency of reuse by several different methods. In addition to the standard environmental protection appeal and the social proof appeal (guests in our hotel reused towels x% of the time), the study went one step further.

Using data collected from the housekeeping staff, some guests saw a simple sign informing them that the majority of people who had previously stayed in their particular room participated in the towel reuse program at some point in their stay.

Guests who learned that the majority of the prior occupants of their particular room had participated were even more likely to reuse their towels than guests who learned the norms of the hotel in general. Compared to the standard environmental appeal, there was a 33 percent increase in the likelihood of participation.

It’s usually beneficial for us to follow the behavioral norms associated with the particular environment, situation or circumstances that most closely match our own. The results of this experiment suggest that the more similar the person giving the testimonial is to the target audience, the more persuasive the message becomes.

Here’s the application: say you’re trying to persuade your team to willingly embrace a new system. You should ask for a positive testimonial from others within your group who have already agreed to make the switch. But what if you’ve got a really stubborn team member, maybe one who has the most invested in the old way? Don’t make the mistake of choosing the most eloquent team member to try to convince the holdout. Instead, look for someone to solicit the opinions of another coworker who most closely matches the situations and circumstances of the holdout – even if that particular person happens to be less articulate or popular.

It’s all about understanding the circumstances of those who are most comparable to your target audience.

The above information came from a great book entitled “Yes! 50 Scientifically Proven Ways to be Persuasive.” Authors Robert Cialdini, Noah Goldstein, and Steve Martin reveal simple but remarkably effective strategies that will make you much more persuasive at work and in your personal life.

As I prepare for a major presentation this fall, I will be looking at some of my favorite examples of persuasion from the book; here is yesterday’s post.

When Asking a Little Goes a Long Way

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Thinking big by going small is a powerful concept.

Consider the following scenario: you are asking colleagues to support a favorite charity of yours. Even though many would genuinely like to support the charity in some way they say no because they can’t afford to donate very much and they assume the small amount they can afford won’t do very much to help the cause.

Researchers put this hypothesis to the test, going door to door to ask for contributions to the American Cancer Society. After introducing themselves, they asked the residents, “Would you be willing to help by giving a donation?” For half of the residents, the request ended there. For the other half, however, the research assistants added, “Even a penny will help.”

Analysis of the results found that a penny’s worth of ask was worth a pound of persuasive gold. People in the “even a penny will help” condition were almost twice as likely as those in the other condition to donate to the cause.

There are several applications for the “even a penny will help” approach:

  • To friends and members regarding participation in a community project, “Just an hour of your time would really help.”
  • To a colleague whose handwriting is illegible, “Just a little more clarity would help.”
  • To a busy prospective client whose needs must be more fully understood “Even a brief phone call would help.”

The chances are that this little step in your direction won’t prove so little after all.

The above information came from a great book entitled “Yes! 50 Scientifically Proven Ways to be Persuasive.” Authors Robert Cialdini, Noah Goldstein, and Steve Martin reveal simple but remarkably effective strategies that will make you much more persuasive at work and in your personal life.

I’m working on a major presentation this fall entitled “Strategic Persuasion,” and this book has been a great help in my research. Look for a few more gems over the next few days.