#4: Influence

In the Inventory by Goleman and Boyatzis they ask “Do you persuade others by engaging them in discussion and appealing to their self-interest?  Do you get support from key people?”

Real influence with others is developed over time.  Also, while it ends with someone following, it starts by letting them lead.  A board member shared that for us to truly have influence and work with others we must “Seek first to understand before being understood.” I agree.

For me, authenticity and altruism are traits I require for influence (on me).  Those who consistently put the firm ahead of themselves and selflessly deliver, make it easy for me to trust, and be influenced, by their ideas.

Next:  Developing Others

#3: Organizational awareness

In chapter 18 of my new book I share how we involve the team at Intertech when defining our values.  Inspired by author Jim Collins’ Mars Group Exercise, we asked everyone at Intertech to name the individual who best represents who we are as a company. The exercise requires pretending that a space alien drops by for a visit and wants to learn what kind of company he has discovered. After employees decide who should be the official representative, we ask them why.

With almost dozens of employees you might expect that this would be a long and difficult exercise. Surprisingly, it was not. People were almost unanimous in their identification of the ideal Intertech ambassador and even more clear about why that person was selected. Through this exercise, we identified the following key values:

Attitude:  Each day we choose our attitude. Attitude is contagious.  For others to be positive, excited, and inspired, we must be. 

Commitment:  As a team, we deliver.  We demand more of ourselves than others could ask.

Excellence:  We’re committed to a world-class customer experience and world-class customer satisfaction.

 In other words, at Intertech if you’re living our values, you’re an ACE!

 Next post: Influence

#2: Attunement

Are you familiar with the old saying, “Communication takes two: one to speak and one to listen”? Seems like a lot of us forget about the listening part. Running a business can be overwhelming and it can be tempting to stop listening in favor of simply reacting, especially during time-crunched situations. Don’t give in to that temptation. Good leaders care about what others think and feel. From our clients, business partners and employees to colleagues and even vendors, paying attention to others is how we stay in touch with trends, make sure we’re meeting expectations and keeping everyone in our network connected with us in meaningful ways.

At Intertech, we have processes in place to make sure we are listening on a regular basis. Employees know our open door policy is real, but they also have an opportunity to anonymously tell us how they feel every year as part of our annual partner goal-setting retreat. Prior to the retreat, employees gather in small groups led by another employee who acts as a facilitator. There they talk candidly about their ideas, concerns, beefs , etc. The facilitator then recaps the feedback without attributing any information to any specific person. That feedback is carefully considered when I meet with the other Intertech partners at our annual planning retreat. We care about what Intertech team members think, how they feel and their ideas for making our business better.

Next post: Organizational awareness

#1: Empathy

Earlier I wrote about the emerging field of social neuroscience and new studies showing that leaders can improve group performance by improving their own social intelligence. Researchers Daniel Goleman and Richard Boyatzis created the Emotional and Social Competency Inventory to help business people who want to improve their social intelligence. As described in the spring edition of Harvard Business Review OnPoint, seven key social intelligence qualities are most important: empathy, attunement, organizational awareness, influence, developing others, inspiration and team work. I’m going to look at each of these qualities, one-by-one, in my upcoming posts and share how we make them each come alive at Intertech.

Empathy sometimes gets confused with being overly emotional. That’s a simplistic view and it simply is not true. Understanding what motivates others is crucial to being able to work together effectively. One way we’ve found to emphasize with our team members who may be feeling overwhelmed when they have to work on a tedious project is to (a) give them a definite deadline for the project’s completion and (b) offer them the opportunity to work on a “fun” project at the same time.  We have found that showing empathy to employees in these situations by using these strategies can make all the difference. They know that: we understand they’re slogging through a tough assignment, that we appreciate their commitment and that we want to make it better. The assignment still might be a challenge but it doesn’t seem quite as bad when they know we empathsize!

Next post: Attunement!

Lessons from My Father

For many, Father’s Day is a holiday of the worst possible definition: a phony event designed to sell cards and ties. For me, though, this Father’s Day has special poignancy: It’s the first time I’ll be celebrating as a dad myself, and the first time that I won’t be able to tell my own dad how much he means to me.

My father, Theodore, accidently died last year in a farming accident. It was a terrible shock, to say the least, and it put my life in perspective. In the months since, I find myself remembering all the things he taught me; lessons that I want to teach Theodore, my young son.

In 2001, a local newspaper published an article about how my company, Intertech, was named one of the 500 fastest-growing firms in the nation. In the article, I credited some of my success to simple lessons that my dad taught me. Now I realize that my dad taught me so much more, and those lessons have been critical to my company’s ongoing success.

“Tell the truth and you’ll only have one story to remember” was one of his favorite sayings. After being in business for 20 years, I have repeatedly experienced the merit of dad’s wisdom. Case in point: Recently, an important client of ours hired a CIO who turned out to be a dishonest bully. He hoped posturing, changing his story, and saying whatever would resonate with me would make me complicit with his deceit. It didn’t. The company fired him, but Intertech is still engaged.

This particular experience taught me that while it’s easy to encourage others to tell the truth, it’s harder to create an environment where truth telling feels safe. To create an atmosphere of honesty, I’ve learned to support people when they fail. I also encourage my managers to tell those people who make mistakes that they’re OK. I’ll never forget how grateful I was when my dad did that for me.

“If you do nothing, you won’t make any mistakes” were his first words to my teenage self after I accidently sheared the axel on his truck. After reminding me that only those who do nothing are perfect, he said, “Now let’s go take a look at the truck.” No shaming reprimand; just a straightforward focus on solutions. When mistakes happen in my business, I acknowledge it, learn from it and move on to the next step. At the end of the day, it’s the mistakes that make us great.

“If someone does something you don’t agree with, tell him directly” was another belief my dad modeled.  He wasn’t confrontational, but he did speak his mind if he disagreed or had something corrective to say. When I asked him if this was hard to do, he would just shrug his shoulders and say, “I’m not trying to win a popularity contest.” I was able to apply this lesson when a valued business partner of mine messed up. We talked through the issue and he realized that, while I recognized his mistake, I was more concerned about the future of our company and his role in helping us move forward. I’m happy to say that he’s still with us today. 

While popularity wasn’t his goal, my dad was beloved by many. At his funeral, many people recalled dad telling them he was proud they turned their life around or did good work. It made me realize that sharing sincere praise is precious. This is something I have institutionalized within my company with a program that encourages employees to nominate each other for demonstrating our company values. Sometimes as leaders we get so busy that we don’t give people the acknowledgement they need to excel. At the end of the day, awareness begets success.

My dad was a modest farmer, but he left a rich legacy of integrity, authenticity and kindness. His wisdom has helped me grow as a business owner and father. I only hope I can be at least half as effective in passing that legacy on to his namesake.