Successful Leaders Work Backwards to Results

Image result for backwards product designWe’re taught from an early age to solve problems. It’s what humans do. Our approach is largely intuitive and dates back to our origins.

Typically, we are at Position A and need to get to B. So we immediately focus upon how to progress forwards and reach that goal.

I believe we can invariably achieve more predictable and valuable results by essentially reversing this approach.

In business it’s been long recommended we do NOT proceed in this traditional way. Specifically, in Marketing the wiser practice is to work in reverse.

With this method you focus primarily on the result and then next on the way to get there. First you must understand EXACTLY what Product your customer needs and at which POINT in TIME. And only then develop a Plan to achieve this overall end.

It’s fairly simple, really. If you understand your clients’ needs you just (?!) have to execute, on-time. This is commonly called being Market-Driven.

Using this approach we are effectively working backwards relative to our traditional and original scheme which focuses us more immediately upon proceeding; pushing forwards with primarily what we already have in-hand. The Market-Driven approach dictates we comprehensively understand the goal and only then flush out the details of what and how to accomplish.

The earlier, original marketing style is generally described as being Product-Driven. It causes us to be focused on the product we can deliver, rather than the true customer/market needs. Such methods of pushing products (rather than carefully satisfying requirements) are woefully inadequate in competitive, modern markets.

But more importantly, this newer, Market-Driven methodology equally applies to many, if not most life situations, too.

Today, both timing and accuracy continue to be increasingly critical in business and private life. So why wouldn’t this intuitively wise and somewhat reverse approach be generally applicable?

Let’s think more broadly than just relative to Marketing. Imagine now (say) a common situation where it’s critical you arrive for a meeting by a specific time. Shouldn’t you first recognize this important result and then work back though your schedule identifying only essential items to retain in your plans so that you won’t overrun the limited time available?

The important meeting in this case is a must do; it is your critical result. It is the particular event that has to happen. Just as in being Market-Driven, you first pick the critical result that is to occur sometime in the future and only then organize all beforehand to ensure that goal is achieved.

Through such events we see our very lives to be essentially market-driven. Additionally, we remain Results Orientated. And, isn’t it a result of these same influences that all achievers either intuitively or deliberately organize their lives, anyway?

Making sufficiently detailed plans to achieve a critical goal is the key to reliably delivering quality, on-time results. Trimming and adequately defining steps of a plan to secure the process are essential elements of success.

Additionally, developing clear mental images and specific details of desired results is a proven, powerful self-motivational method regularly used by both businesspeople and athletes, alike.

And realistically, how else do winners predictably achieve critical results UNLESS they make sufficiently thorough plans and schedules?

Are you reliably getting results with important short and long-term goals? Are your people delivering the right results, on-time?

Maybe it’s time to make your world fully Results Orientated and become more Market-Driven.

 

Ian R. Mackintosh is the author of Empower Your Inner Manager Twitter @ianrmackintosh

 

 

Insecurity Invades: Take Back Control!

Every day we rise, step into the day and interact with others. The people we meet can be colleagues, clients, friends, family or casual acquaintances.

And, our dealings with others are profoundly influenced by their (and our own) intricate personalities and foibles. So, in this regard, which human characteristics might give us cause for concern?

Well, I believe most people to be generally insecure. In fact, I have found that many are very insecure.

Is there really great significance to these observations? Does this significantly affect our interactions with others? Might Insecurity profoundly influence the outcome for many of our dealings?

I believe the answer to all these questions is a resounding yes.

So, it is important we can recognize Insecurity in all its forms.

Indeed our ability to spot this human characteristic empowers us in dealing with others. We are better able to adjust and manage the situations we encounter.

To better understand the nature of Insecurity, consider the following (not prioritized) collection of insights:

Secure Human is an oxymoron.

Humans are petty, frightened, Insecure Creatures.

People are amalgams of insecurities invisible to the Self without Introspection.

All Bad Behavior is based in Insecurity.

Were it not for Insecurity we could not justify our Bad Behavior.

Others would feel less Inferior were we not Insecure.

Self-Importance grows with Insecurity.

Real Self-Confidence is inversely proportional to Insecurity.

Watching someone Control their Insecurities is like watching a balloon squeeze.

Insecurity inflates the Self.

The Showcasing of Accomplishments increases with Insecurity.

Acceptability declines as Insecurity grows.

Boastful Humility is symptomatic of Insecurity.

The need to Control Others grows with Insecurity.

Insecurity drives Importance to Diminish others.

These pointers better help us identify when insecurity is in-play.

Our first step should be to recognize our own insecurities. It’s not easy to do, but the more self-aware we become the more readily we recognize tell-tale behaviors in others.

Ever consider where such issues are already affecting your relationships and dealings? Further, where might they be affected in the future?

I recommend you take a close look at potentially problematic situations and even those that might already seem fixed or established. The better your ability to identify what factors are in-play and then make appropriate adjustments, the more success you’ll achieve in your business and private lives.

Enjoy the investigation. It’s amazing what you’ll uncover.

Ian R. Mackintosh is the author of Empower Your Inner Manager Twitter @ianrmackintosh

 

 

Beware of Sending the Wrong Message

communications-300x197Brevity in communications has become both an Asset and Liability.

Over the last decade we have accelerated our embrace of tech-driven means to speed and multiply our information access and personal interactions.

Texts, Tweets and many more vehicles service these needs, but at what price? The fewer words or characters employed in a communication, the greater are risks to clarity and precision.

Often vagueness truly is better than invisibility. Many times awareness is more important than ignorance. But frequently, there is real liability in lack of clarity or obscure intent.

“Get out, now. There’s fire,” is not the same as, “I see smoke. Anyone called 911?”

As a young graduate I recall being roasted by a Senior Engineer for imprecisely describing a technical hitch. My vagueness showed inexperience, lacked thought and useful recommendations. I recognized the problem and upgraded my commentaries, thenceforth. Truly this was a life-lesson.

Clear communications are normally essential, be they in personal, business, subjective or factual situations. Clarifying exact meanings later is all-too-often a part of consequential damage control.

“I thought you meant…,” or, “what did you mean by…,” are phrases regularly seen when things have already gone awry.

Realistically, can everyone always make sufficient time to optimize what they say or write? Probably not, but when items are Serious, Urgent and/or Important we should always take more care.

Highlighting a problem poorly or making inherently misleading comments can carry a heavy price. Perhaps simple qualifiers (I think that…,” “I believe this…,” etc.) could often be used to offset many liabilities. Certainly this would mitigate a pet peeve of mine exhibited frequently by professionals who freely proffer statements, yet avoid offering the clarification of whether their points are opinion or fact.

I regularly see people write and/or say things that highlight their insensitivity to the importance of words and how they are used. The simplest statement can be massively changed by:

Word Selection

Different words can carry vastly different meanings and cultural implications: “torrential rain” is not the same as “steady rain.”

Word Ordering

Switch the words and change the meaning: “Will I,” is radically different from,” I will.”

 Word Emphasis

What’s important might change dramatically in the same message: “I must go now,” differs significantly from, “I MUST go now.”

Communication Vehicle

Written Texts, Tweets, emails, letters, books etc. all constrain the author to communicate quite differently. Often adjustments are made to mitigate the liabilities (LOL ).

Intriguingly, the voice (eyes and body, too) offers almost infinite intonation and cultural opportunities. Thus the power of F-2-F discourse is obvious.

Imagery

The pictures we both convey or provide usually carry great weight.

And, more

Culturally, it seems to me that we now more necessarily accept communication errors and often willingly sacrifice quality for quantity. In many cases this is a great trade-off, particularly where some insight is markedly better than ignorance. This approach feeds our inquisitiveness and piques our awareness. It also recognizes and accommodates our inherent physical separation from others.

However, when things really matter it’s generally better to momentarily reflect on WHAT you say, WHEN you say it and HOW. After all, if we get it wrong it often returns to haunt us.

How well are you succeeding with your own communications? Do you ever trip yourself up? Do your people cause you heartburn with some of their messaging? It’s probably time to reflect upon both your and others’ communication behaviors.

Ian R. Mackintosh is the author of Empower Your Inner Manager Twitter @ianrmackintosh

Making a Career Move

In the recent past I read a piece reporting Stats on Millennials’ opinion regarding job tenure. The results proved intriguing, surprising and alarming at the same time.

thIt seems >25% of Millennials believe workers should change jobs within a year and only 13% in the same group thought employees should stay more than 5 years.

Likely the layoff purges and job insecurities from the last (now almost) 8 years have changed perspectives. It’s a sad fact that 20% of American workers were laid off at some point in the last 6 years. Isn’t erosion of loyalty and trust inevitable in such a situation? Perhaps the flood of part-time-only jobs has popularized such thinking?

Whatever the cause these are troubling perspectives with which to approach a career and as such will likely cause us to frequently consider position moves.

Yet, it IS possible to change jobs too often. Similarly, staying in the same role for too long can be a real and perceived stagnation problem. But generalities are NOT useful foundations upon which to build a future.

When you have a choice, NEVER leave a job unless it’s ceased to meet your needs. And, always move TO a new role, rather than AWAY from the old.

Your needs are unique and will encompass some, all even all of the following (un-prioritized):

Personal Growth

Promotional Opportunity

 Learning

Career Direction

Compensation

 Flexibility

Company Outlook

Culture

Social Fit

Hours/ Vacation

Independence

Physical Location

Travel Opportunity

Reputation

Stability

Commute

Housing Market

Schools

And, much more

When you LIST, PRIORITIZE and WEIGHT your own relevant factors you’ll have the unique perspective of what you need from your job. Review these with both short and long-term outlooks.

If your current position is not ideal, you should consider looking around. Perhaps a search will open your eyes to a new set of possibilities? Often your needs from one job are surprisingly different from those of another. Certainly, every position and company offers different Pros and Cons.

Also, our perspective itself changes, grows and evolves over time.

If your needs ARE being met currently, why would you move? Often it is important to NOT succumb to the grass is greener (elsewhere) perspective. Similarly, an innate fear of change is no good argument for job longevity.

It is easy to convince yourself things are better (or worse) at one place than in another. This is an inevitable result of the wanton rationalization from which we all can suffer. So, it’s generally better to review your alternatives and needs with a trusted colleague, friend or mentor. Detached and sound perspective is essential.

There is no universally applicable rule about when to voluntarily change jobs. In fact the notion of this is almost absurd.

A job-hopping individual can be a godsend in some roles as might be a stick-to-it career veteran in another. Certainly your track record in this regard is an important part of what you bring to the table. Your value to any future employer is directly affected by this history.

There is much to be weighed objectively when making career changes. So, don’t blindly follow canned beliefs or opinion; rather, carefully consider your unique personal needs and objectives.

Ian R. Mackintosh is the author of Empower Your Inner Manager Twitter @ianrmackintosh

 

 

 

A Leadership Challenge: Engaging Unmotivated Workers

Recently ran into a Silicon Valley Exec at a local party.

A very bright, well-educated guy, but particularly frustrated right now. His root problem is thvery familiar.

Given a hire everyone you need mandate, he’s been running into both unmotivated candidates and similarly challenging existing employees. This is leaving him disillusioned with the outlook.

In himself he is particularly driven, focused and accomplished but really doesn’t understand what he is seeing, culturally.

Admittedly he’s not in an obviously sexy product area, yet most companies on the planet (from initial looks) face exactly the same reality.

So, how do you fix these problems? What’s the issue?

Sorry to say but the problem here is on the complainer, our Exec. Many folks are at the bottom end of Maslow’s Hierarchy of Needs; working for a paycheck and not wanting to be hassled. It’s sad, but true.

Moving folks to self-motivation with resulting excellent performance is a Leadership problem. People often need to be INSPIRED to get them jumpstarted in this direction.

Great leaders Inspire, Empower and Engage those they meet, their reports and coworkers. This is traditionally accomplished by:

  • Motivating
  • Communicating
  • Accomplishing major Results

They typically share a clear Vision and possess a truly Positive Outlook.

Such traits emerge as the leader grows in confidence and capability. They additionally evolve as a result of careful and specific learning.

In this specific case our Leader has great energy, is highly motivated and self-directed. He needs to project his (already existing) vision of why he himself is inspired, to help get these other folks going in the right direction.

Our particular Exec is actually extremely skilled at explaining his own great fascination in, interest for his work and company technology. Luckily for him he is also naturally articulate.

Leadership takes great energy and enthusiasm. Constantly supporting your people and promoting your Vision is the key to energizing a workforce.

Some employees will never strongly engage in the workplace. Deal with them, as necessary. Most people prefer to be engaged, are more highly motivated as a result and typically enjoy their much work more. So, Enable them, accordingly.

If you’re looking at demotivated workers and uninspired candidates, take a look in the mirror. That’s the first guy who must perform to turn this around.

Ian R. Mackintosh is the author of Empower Your Inner Manager Twitter @ianrmackintosh

 

Navigating Tough Situations: Managing Your Self, Thinking & Stress

thEver suffered through a nagging business or personal problem that gnaws that you?

Found yourself absently straying back to related issues to the point that anxiety level just keeps mounting?

Every now and again things just get out of control.

We’ve all been there. Humans commonly embrace such tortures; some chronically, many far too much.

The issue is how do we process and overcome these challenges in the least distressing way?

When such events overtake you, it truly feels like the end of the world. But, it isn’t. In the grand scheme of things traumatic occurrences are but passing unpleasantness and worrying serves little ultimate purpose. It’s best to simply remain impassionate, yet still methodically process events and changes away in a manner best serving your interests.

This is easier to say than do. So how do we proceed? Consider the following approach…

After each new upset (from incoming changes/news), just invest solely in time necessary to keep events going in the preferred direction available. This may take little or massive energy and need urgent or steady attention. Always do what must be done and when required.

The trick is to never give up on the most desirable outcome, ever, unless absolutely forced. Even then take care to morph existing situations and events toward the most preferential result possible. Remember that once an option/path is abandoned or neglected it often becomes almost impossible to recover that position later.

Letting go of that feeling in your gut can be achieved mentally. Focus on what needs to be done, do it and then relax till the next step/event occurs. If ever you start slipping toward an anxious state, randomly churning events, always first consider if there is a point that truly should be rethought. Give things a few moments to be sure there is nothing, and then cut off all pointless distress by focusing your time and energy elsewhere.

Such behavior doesn’t mean blanking out important factors. It means toning down the emotional intensity so it can’t permeate your whole life unnecessarily, accomplishing nothing but blurring your thinking. However, when that uncomfortable feeling actually is warning more careful thought is required, then think things through, unemotionally; confirm/adjust and then move on, again.

Legal and/or deeply personal events stick around and often cut us deeply. Similarly, all out-of-your-immediate-control situations are equally bad as they typically present no or few channels to make rational, speedy corrections and addresses. These things are painful for everyone to experience; they persist.

Do not let allow such things to dominate any more of your life and time than they must. Nothing is worth the distress.

The Xen of Self Discipline is “to eat when you eat.” The goal is to focus on one thing without distraction. Ultimately it is this which instills calm and brings clarity.

Strangely, we always learn a lot from disturbing experiences. Painful perhaps, but invariably valuable personal growth…. that which doesn’t kill me, etc.

So, when the worst comes to worst and you’re embroiled in such events, simply soldier on. Invest all the time and thought you must, but religiously take breaks to distract yourself, recharge your energies and preserve your ability to think crisply and effectively.

Great stress is commonly accompanied by health issues, both real and imagined. Breaks in routine, exercise and self-coddling can all help you regenerate. It’s essential you invest in and protect your health.

In the end, no matter the event, it will pass. Remember there’s always this certainty to lighten our load and help guide us through.

Ian R. Mackintosh is the author of Empower Your Inner Manager Twitter @ianrmackintosh

Alliances, Associations, Colleagues & Friends Define Us: Sometimes Unfavorably

Most people are associated with entities which fulfill both innate and practical needs. Associations might be with:

People/ Celebrities

Organizationsth

Companies

Institutions

Events

Groups

Religious bodies

And, more

Such associations may be deliberate, while others are simply the result of either business involvements or lifestyle.

People have loose affiliations and also strong bonds which they actively promote and advertise.

We should care about these affiliations because in general, our associations are a significant part of how we are perceived and regarded.

So, specifically why might people create these ties and connections? It can be for any number of reasons. They might wish to:

Promote their Importance

Stimulate Business and Social Opportunities

Enjoy a sense of Belonging

Sustain their Self-Image

And, so on.

Certainly it’s been common for many to enhance their own personal profiles and agendas by joining prestigious clubs, attending the right schools, being seen with particular people, acquiring specific credentials, etc.

Historically, having a high profile, positive association is usually a business and social advantage.

But are all associations good? Not always; when tied closely with one group you can often be automatically excluded from another. Certainly, any particularly strong alignment inherently inhibits participation in counter-culture aligned functions.

What does an affiliation with a group or organization say about us? Most people would assume we:

Share Values

Have Common Thoughts & Ideas

Behave similarly

Help and Support one another

Share Culture

Enjoy similar Status

Are generally, birds of a feather

Yet there are affiliations that aren’t always what we’d prefer. Sometimes we have inadvertent ties that are not beneficial.

Imagine you have (say) lifelong friends that slip into criminal activity, are prone to lies and deceit, lapse into some level of alcoholism, or simply fall in social grace. You’ll find modifying your friendship roster as a result to be a profoundly difficult and personal matter.

Alternatively, maybe you’re no longer thrilled to be affiliated with your company’s name? It was once great, but now passé, considered too old-school. Perhaps almost the opposite is true: it originally had strong, time-honored values yet has morphed into an ultramodern conglomerate with decidedly sketchy principles.

Can similar undesirable circumstances such as these affect you and if so, how?

To begin, let me reiterate: our associations are a significant part of how we are perceived, regarded and as a consequence, often treated.

So here is the point of concern. Do you want to be tarred with the same brush as your friends and associates? Might you have affiliations that actually detract from who you are and how you wish to be considered?

Additionally, it’s unrealistic to believe that undesirable relationships can’t rub off on you personally. The longer an association continues the more likely there is to be a real convergence of attitude, culture and behavior.

And pretending (say) friends, colleagues and business associates of dubious character and bad practices can’t ultimately diminish your reputation is self-delusion. I believe some individuals are powerful enough to ride out such problematic alliances, but many are not. Which of these are you?

Perhaps you need new, better or just different people with whom to associate? Ideally, all your existing relationships are already suitable, pleasant and even advantageous.

However, it’s always worth taking a clinical look at who we are now and what we wish to become.

Hopefully you can already celebrate all your various relationships. But maybe some change and realignment is in order? Perhaps something new might aid your ambitions?

Ultimately, we are in large part a product of our associations and experiences. So be sure you are partnered, affiliated and networking appropriately.

Ian R. Mackintosh is the author of Empower Your Inner Manager Twitter @ianrmackintosh

 

Accept Reality AS IT IS: Leaders Embrace Problems and Move Forward

th-4Sometimes life presents us facts we just don’t want to hear.

It’s true in both our business and social lives.

Perhaps an essential Plan is massively compromised by new data? Maybe an expected Outcome doesn’t occur? It can be as simple as a personal perception is suddenly realized as being way off base. Life presents inconvenient truths.

Such realities can have major consequences or just be minor inconveniences. In most cases it’s essential we      The Three A’s.

Whatever is the new reality/truth/fact, our ability to realign our thinking (and/or action(s)) is a measure of our individual:

Maturity

Security, and

Intellect

It’s sometimes difficult to acknowledge when you (or others) are wrong, misguided or ill-informed. But if action is required any lack in response reflects poorly on us as Leaders and Individuals. And, inaction or delay may also have seriously undesirable consequences.

So, wherever it’s necessary, call out mistakes with appropriate ownership, sensitivity, pragmatism, visibility and humility. Then move on.

Problems seldom improve with time. Be certain to act urgently when required.

Inconvenient truths and occurrences are a fact of life. Just be sure to attend those important in YOUR world.

Ian R. Mackintosh is the author of Empower Your Inner Manager Twitter @ianrmackintosh

Want to Lead? You must have those essential, practical Skills

 

We’re all familiar with the traits of exceptional leaders. They generally

Inspire

Motivate

Accomplish major Results

And, typically have a Vision accompanied by a truly Positive Outlook.

Such traits emerge as the leader grows in confidence and capability. They evolve as a result of careful and specific learning.

Exceptional learning is established through

Dedicated and Deliberate Practice

And importantly

Excellent coaching and guidance

Enthusiastic (family and/or professional) support

Leaders acquire these traits (or attributes) built upon their mastery of specific, quantifiable Skills. These skills will include:

Specific, job-related knowledge

Problem-solving

Decision analysis

Interpersonal/management-styles awareness

Delegating

Motivating

Planning

Organizing

Controlling

Reengineering

Team-playing

Leading

Mentoring

This is a significant body of study and work in which to invest. It cannot be mastered overnight. Inevitably, as anyone sets out to be a skilled Leader (or Manager) of others they must decide where to begin.

As with any process the action plan should consider priorities. These are unique to you and your goals. What must I know first? What is most urgent? What will have the maximum benefit for me over time?

There are several resources available when planning your priorities. You can

Ask your boss

Work with a mentor

Check those (next job) specifications with HR (if they have them)

DIY

Clearly the best approach will usually be taking guidance from a trusted colleague/expert; commonly the quickest and most secure route. The important thing is to get a plan/timeline, then commit and begin the process.

Learning is a lifelong investment and your development as a leader is no different. It’s said that if you read (i.e. learn) for an hour a day, by the end of seven years you should be a world-class expert on your chosen subject. Careers are inherently very lengthy, so this offers great opportunity for those who will make the commitment.

Begin by picking a path of learning that delivers you short-term benefits and validation, yet maximizes your progress and ultimately will develop your abilities to a well-rounded result.

I can also offer you an alternative and specific, hands-on guide to this process.

Developing these essential skills need not be an entirely formalized process. True, some things are best learned by such means, but many others can be digested and embraced through casual reading and even informal meetings.

Whatever method you’re employing just ensure you Digest, Consider and Practice the skill. It’s well-accepted that all new skills are best assimilated by their use and application.

Good luck with your investment in becoming a more skilled, accomplished and exceptional Leader!

Ian R. Mackintosh is the author of Empower Your Inner Manager Twitter @ianrmackintosh

Growth Through Experience

th-3Every day we pass by precious nuggets of learning scattered all about us. It is these same treasures that grow and build our personal belief systems.

Lessons can emerge from our own experience, events affecting others and even media channels.

Sadly, we often overlook opportunities for self-enrichment. Yet it takes only moments to recognize what we’ve seen, reflect and systematically evolve our persona.

In the last few days alone I can readily define numerous such fleeting moments in my own life. They can serve to reinforce what is already known, reinvigorate understanding or truly expand awareness.

Clearly, new principles are unbelievably valuable. Whatever the case, consider these following recent observations that may have great relevance to you:

Effective leaders require knowledge, insight and successful application

Effective management is like conducting an orchestra

Time is most scarce when there are things to be done

No great idea is short on claimants

When I talk publically for an hour it takes two days to prepare; five minutes requires a week. If I must speak for hours, I’m ready now… derived, Winston Churchill

Much of what we speak comes easily, is accurate and on point. Yet credible codification requires significant effort

To see outwards clearly is uncommon, yet to look in, rare

Sometimes prolific output merely signals lack of alternative

An unreasonable request is one you’d never do yourself

Machiavelli is often considered unfairly. He’s simply a situational pragmatist

Team effort excels only when nurtured and considerately directed

Great leadership evolves from opportunity, capability and desire

These are all intriguing observations. And every day we each have innumerable opportunities for such insight. We choose whether our understanding is superficial or profound.

Sometimes we instantly grasp, digest and benefit from such observation. On other occasions we skip thoughtlessly towards our next engagements.

Have you been aware of such nuggets and opportunities in your recent past? Did you dwell on the significance, or simply move on? Did you truly understand the deeper meaning of that encounter?

It’s always worth taking time out from your day to reflect. However, I would not recommend dwelling obsessively on minor detail. But, it is certain that never taking sufficient time to benefit from exposure is foolish.

Such awareness is truly valuable and essential in business and fundamental to successful personal relationships. Further, it is a foundation for our growth.

So, if nothing else set aside a little private time to consider important events of the last hours and days. Perhaps looking further back in time may even yield profound personal insight?

If you have observations to offer akin to those above, please feel free to share. We all benefit from the insights of others.

Ian R. Mackintosh is the author of Empower Your Inner Manager Twitter @ianrmackintosh