Quality Service Marketing

Breaking Up (with Clients) is Hard to Do

Self-employed consultants can’t risk becoming disengaged from their client work, especially if they want to maintain their professional brand; i.e., reputation and credibility. They can, however, voluntarily leave a client. While this is a viable option, it's not easily made. Consider this situation that a colleague described to me.

“I quit my long term client – even in this terrible market. Doing projects with them was ruining my health and after seven years of various engagements, the last one was just too much to tolerate and I left. They have become a horrible entity – not paying bills, imposing a terrible climate of fear and austerity on their people, making consultants and contractors beg for seriously eroded wages …

Its employees have also felt this pain, exist in an environment of fear and anger, and are nowhere near the can-do proud enthusiastic workforce I was introduced to when I first started consulting with this client. The company imposed extreme austerity measures on its workforce … while sitting on huge reserve assets and bragging to Wall Street about how they could weather this recession just fine.

I am proud of myself for quitting. I’ve had other small projects over the last several years, mostly  at this client. But now I need to learn to do something else ..."

In my own 20+ years experience as a consultant, I know how difficult it is to walk away from a client, especially in such a tight market. (To those of you considering the 'glamour' of going solo, keep in mind: everyday you’re self-employed, you wake up unemployed!) So I’m proud of my friend for having the courage to leave and preserve her mental & physical health, despite the economic uncertainty.

Fellow consultants who care to share: what did it take for you to voluntarily leave a client?

Employee Engagement Today (and Tomorrow)

I was recently asked to speak to a management group. When told the topic was “How to Engage Employee’s in Today’s Economy,” I had to bite my lip to keep from screaming. It’s a popular subject these days, but seriously, how is engaging people now any different than engaging them in good times?

I’m not talking about HR-focused firms looking for new ways to better engage their employees. What gets me are those companies for whom employee engagement is a totally new concept. You know the ones where “our people are our greatest asset” is mere rhetoric (by the company) and wishful thinking (by the employees).

These companies are primarily interested in learning about engagement because they’re looking for a quick fix. But when it comes to effectively engaging employees – by means of a workplace that fosters open communications, trust, respect, and leadership – there is no instant remedy. As they’ll learn when the economy improves and their employee turnover rate soars.

Ever the optimist, however, I figure better late than never … maybe this time they’ll learn.

Just in Time for Boss's Day: How to Be a Better Boss

In honor of National Boss Day (Oct. 16, 2009), I’m delighted to feature this interview with Allison O’Neill, author of The Boss Benchmark and blog about how to be a better boss.

QSM: It’s unlikely a person in management aspires to be a bad boss (at least I hope that’s the case for most managers!). So why do you think there are so many bad bosses out there?

Allison: I think it’s because they kind of get swallowed up by the role – they are so busy doing, they don’t see the bigger picture. They don’t get to see themselves from the perspective their staff do. Often there are things staff feel left out of/want to know more about but the boss doesn’t pick up on this, so the team are excluded. Some bosses have a bad attitude and refuse to believe they could ever be wrong about anything (!) and that doesn’t sit well with the team! Others might be quite unapproachable, so the workers are not comfortable discussing things with them, so communication is very lacking.

Overall I think it’s the inability to step back and evaluate themselves really truthfully. It’s also not realizing that they need to be continuously growing and learning (many times a day) and not being afraid to say “I was wrong” – workers trust you when you are that humble and unafraid of honesty.

QSM: Other than learning from examples in the workplace (what to do + what NOT to do when in a supervisory position), what advice do you give most often to someone who’s a first-time boss? 

Allison: Your #1 key responsibility is to see the big picture of yourself as a boss – evaluate everything you do as if you are a third party who is watching and see if you find yourself thinking “that guy is acting like a prat!”. Ask yourself EVERYDAY how you could have been a better boss today – keeping a notebook of your thoughts on this would be good.

QSM:  What do you advise someone who’s been around for a while and wants to become a better boss?

Allison: Don’t be fooled into thinking that because you are the boss (and may have been one for quite some time) that ‘you have made it’ and that you have all the skills required. You need to keep your eyes open constantly for opportunities to learn, change and develop – especially if you’ve been a boss for ages as the workplace is constantly changing – bosses need to be aware of different things/have different skills than they did even 5 yrs ago.

QSM: What are your suggestions for observing National Boss’s Day for employees fortunate to work for a great boss?

Allison: Tell them you think they do a good job – and explain why – be specific!

QSM: And for employees whose current boss is in need of serious help?

Allison: Buy them a copy of my book!

QSM: LOL … Anything that will help develop a better boss is appreciated. Thanks, Allison!

Help for Marketers Dealing with the "New Different"

My friend and marketing research colleague Chris Bonney has written a thought-provoking white paper, The View from the Front, in which he shares his impressions and suggestions for navigating what he calls the “New Different” marketplace.

As I’m highlighting just a few excerpts here, I encourage you to read the complete paper. Better yet, share it within your organization and use it to spark discussion, especially on how to compete successfully in the new year and beyond.

Advice for Marketers and Business Leaders

• “You can’t sit this recession out. Despite the obvious reasons for tightening your belt, this is not the time to be timid … Let your competitors sit this one out. Let them allow consumers to forget about them by not communicating regularly, or by taking ‘safer’ approaches in their products, pricing, and marketing communications. Market share you pick up now is going to reflect in your bottom line when you need it most.”
• “Stop playing the victim. Before long, someone’s going to make a breakthrough that’s going to put us all to shame. It’ll become obvious that while we were staying the course, whoever’s behind this breakthrough will have been working hard to figure out where the winds are and sail ahead. I don’t want to be embarrassed by this. Do you?”
• “You’ve still got to get close to the consumer [and] Get out. Ask Questions. Listen.You can only do so much of this by e-mail, Instant Message or Facebook or Twitter. You’ve got to get close and in a context where there’s time and safe space for the consumer to unwind, explain and give you the kind of context and color that tells you how to connect with them.”
• “You’ve got to constantly re-invent [and] Don’t kill the creatives. They can be found in every one of your departments if you’ll just let them loose to push the edges, test the limits, stretch the envelope and otherwise provoke you with new, scary ideas. Tempting as it may be to consider such people nonessential during tough times … they can be the sources of your future success.”

According to Chris,

“Perhaps the biggest challenge facing many organizations, and the most important thing you can do to successfully embrace the New Different is to learn to let go and be brave in developing new ideas, new products, new services and new ways of distributing your ideas, products, and services. Use the technologies of today. Respect the changing consumer perspective. And recognize that by the time you’ve done all this conditions will have probably changed again. That’s how it is these days.”

And I imagine that’s how it will be for quite a while.

Re-energize Employees and Organizations

As a follow up to my recent series Re-Charging Employee Morale, here’s an approach that helps employees re-energize themselves and their organizations.

“To effectively re-energize their workforces, organizations need to shift their emphasis from getting more out of people to investing more in them, so they are motivated-and able-to bring more of themselves to work everyday. To recharge themselves, individuals need to recognize the costs of energy-depleting behaviors and then take responsibility for changing them, regardless of the circumstances they’re facing.”

The excerpt is from the article:  Manage Your Energy, Not Your Time by Tony Schwartz and Catherine McCarthy of The Energy Project, a consulting firm focused on building “sustainable high performance cultures by teaching people to manage their energy rather than their time” -- the latter being a finite resource. Their approach helps employees better understand and better manage four energy sources:

• physical – involving nutrition, fitness, and sleep/rest
• emotional – the ability to cultivate positive emotions
• mental – being mindful and maintaining focus, including dealing with multiple distractions
• “human spirit” – a clear sense of purpose and meaning in one’s work and life.

Check out The Energy Project’s blog: Changing the Way the World Works to learn more.

Judging by their client list, The Energy Project has helped many organizations and their employees. If it’s unlikely that your company will find itself on that list, don’t wait … start by exploring how you can better manage your energy.

Re-Charging Employee Morale: Organizational Tips

This wraps up my series of posts in which I feature coaching tips from business consultant-coach-authors Dawn Lennon, Phil Gerbyshak, and Michelle Gall, who graciously shared their suggestions for coping in this chaotic climate.

Leadership and Performance Improvement Coach, Dawn Lennon, who is the author of Business Fitness: The Power to Succeed - Your Way, gives us an organizational perspective in her response to my question:

In organizations where employees are experiencing low morale, low motivation, general malaise, etc. – due to workplace pressures and current economic conditions – what do you suggest to help people re-energize themselves and their co-workers? 

“Relentless negative messages are suffocating. When people hear or read nothing but discouraging news day after day in the media, at staff meetings, in company e-mails, and at the water cooler, they develop a feeling of powerlessness that can sap even the strongest spirit. The truth is that the glass is always half full and half empty at the same time. How we see the contents of the glass determines how we proceed. When the spirit of our employees flags, management needs to look at the messages it’s sending.

“Employees get energy, motivation, and optimism from a clear understanding of the state of the business (how it’s doing financially, what the market needs, how costs impact operations) and what the business needs them to do to make a difference.

“People want to feel in control of their work life. They don’t want to feel like they are sitting in wait for something awful to happen. They don’t want to live in dread of unseen inevitabilities. Employers owe their employees the information they need to make good choices each day about what they do, how they work, and what their options are.

“Businesses that see a pall falling over their employees need to do three things:

“Deliver a balanced (upside and downside) state of the business message face to face to employees—Use the existing leadership (executives, managers, and first line supervisors) to communicate these messages in ways that connect with employees and allow for candid questions and answers.

“Develop specific performance initiatives with each employee that aligns his/her work with the needs of the business—Give employees a clear understanding of how their contributions are helping to drive the success of the business by having each person meet with his/her supervisor to set priorities.

“Meet with work group employees together each week to review progress—Build a sense of team camaraderie where each person’s efforts are applauded in the context of the broader needs of the business. Reinforce the state of the business messages, showcasing how the positives are beginning to impact the negatives.

“The engagement of team effort around a central challenge is a strong antidote to malaise. It brings fresh air into the workplace, builds optimism through shared involvement, and helps people to focus less on their individual concerns and more on the power of the team. Together we generally feel stronger and safer than we do alone.”

Thanks, Dawn!

Re-charging Employee Morale: Team Tips

This is the second in a series of three posts in which I feature coaching tips from business consultant-coach-authors Michelle Gall, Dawn Lennon, and Phil Gerbyshak on how to cope in this chaotic climate.

Today I feature Michelle Gall, executive coach and the author of Keep Your WITS About You: Work Smart, Be Happy, Feel Great. Here’s what Michelle had to say in response to the question:

In organizations where employees are experiencing low morale, low motivation, general malaise, etc. – due to workplace pressures and current economic conditions – what do you suggest to help people re-energize themselves and their co-workers? 

“You’ve heard it all. The market value of everyone’s retirement savings has plummeted while insomnia has soared to new heights. The economic meltdown has ridden roughshod over college funds, nest eggs, and employee morale. Just a year ago, employees had their sights set on upward mobility and corner offices, but now they’re hanging on by their fingernails just to keep what they have. Everyone knows someone who has been fired or laid-off in the last year; if you don’t, you either travel in rarefied circles or you’re out-of-touch with the American workplace.

“It’s easy to have a good attitude when things are going well, but it takes someone special to stay positive during trying times. Not just anyone can turn lemons into lemonade. That’s why bad times call for good people. You don’t need a lot of money to have fun –– just the right people. Here are a few of my favorite tips for building camaraderie and improving workplace morale:

• Cookie Exchange: Everyone brings in a plate of one dozen homemade cookies and a paper bag. Employees then fill their paper bags with one dozen different cookies (each cookie from a different plate). In this way, employees arrive with their own cookies, but they leave with an assortment of different cookies baked by their colleagues. Everyone gives and receives. The only rule: everyone leaves with a full bag so that there are no leftover cookies.
  
• Thank You Notes: This team-building exercise is a more meaningful version of “Secret Santa,” where everyone ends up with positive feedback. Each employee writes his/her name on a piece of paper and drops it into a large manila envelope. Each person then reaches into the manila envelope and picks out a colleague’s name at random. The employee then has 24 hours to write a thank you note to the colleague for behaviors and actions that s/he appreciates in that person. It’s extra convenient and fun if a variety of blank note cards are available to employees for this exercise. The notes can be unsigned and typed if desired to preserve anonymity. The next day, all the thank you cards are placed in a large manila envelope, retrieved randomly, and distributed to each employee by name for their reading pleasure.
  
• Catch ‘Em Doing Something Good: The two exercises described above reward everyone, but perhaps you prefer to reward only those employees who demonstrate a particular desired behavior. Cedars-Sinai Medical Center faced this challenge when it wanted to increase hand-washing among its doctors. Their solution? The hospital empowered a posse of nurses to award a $10 Starbucks card to every physician they caught in the act of hand-washing. It may be hard to believe, but this low-cost incentive increased hand-hygiene compliance from 65% to 80%. If a $10 Starbucks card can reinforce good behavior in high-paid doctors, just think how effective it could be with lesser-paid employees at your organization for whom a stop at Starbucks is now a rare treat. [Here’s more info about the Cedars-Sinai case.]

“There are lots of variations on the above team-building exercises, and you can adjust or tailor them easily to fit your particular industry or workplace norms. These morale-boosters deliver a big bang for the buck. They cost little or nothing, and they’re easy to implement. What’s more, they also offer employees the opportunity to be creative and have fun, which helps reduce stress and enhance morale. Bad times call for good people. Be one of the good guys.”

Thanks, Michelle!

I’ll have more tips in next week’s post …

 

Re-charging Employee Morale: Individual Tips

How can employees stay motivated in today’s chaotic business climate? I asked business consultant-coach-authors Phil Gerbyshak, Michelle Gall, and Dawn Lennon to share their suggestions for coping strategies in the workplace.

I’ll start with Phil Gerbyshak, management and identity consultant, who is also the author of 10 Ways to Make it Great! and the Slacker Manager blog. Following is his response to my question:

In organizations where employees are experiencing low morale, low motivation, general malaise, etc. – due to workplace pressures and current economic conditions – what do you suggest to help people re-energize themselves and their co-workers? 

“First, avoid commiserating with co-workers who are not energized. Negative people will suck the absolute life out of you. Instead, invest your time on the folks who lift you up, who breath life into you, and who are willing to lend a hand when you need it.

“Second, focus on what you can control and not what you can't, and encourage others to do the same. You can't fix the economy by yourself, you can't make your 401(k) suddenly go up the 40% you lost last year, and you can't make the news broadcast positive stuff instead of always focusing on the negative. What you can do is bring a lunch to work one more day a week to save a few dollars, you can bring coffee from home, you can contact a financial planner to make sure you are still investing the right way, and you can turn off the TV and stop buying the newspaper.

“Last but not least, find something new that you've always wanted to learn about and check out a book from the library about it. Dedicate one hour a week to learning more about this new thing, and at the end of the year, you'll be 52 hours closer to being an expert in whatever you chose to study.

“Things may stink right now, but remember: it's always darkest before the dawn. If you make a few small changes now, to your thinking, and to your life, when things get better, you'll be well positioned to make your life GREAT!”

Thanks, Phil!

Stay tuned for more great advice in my next two posts …

Why We Can't Afford Disengaged Employees - Especially Now

The importance of engaging employees in the workplace continues to grow – with new content published daily (including from yours truly), conferences, and even a dedicated online professional network – all discussing (and preaching) the positive aspects of engagement on employee morale, productivity, and the bottom line. The estimated business cost of employee disengagement is a staggering $300 billion! Think of the impact on our economy (no stimulus money needed) if employers would/could effectively minimize employee disengagement.

Michael Sebastian offers some great suggestions to help with this. (I love the fact that Michael and Eric Brown, whose blog featured the cited post, are IT professionals. It's great to know HR and marketers aren't the only ones concerned with employee engagement.)

Consider this excerpt from All Employees Are Marketers, by British entrepreneur & author Richard Parkes Cordock, as a critical call to action for all of us:

“You must put your people at the centre of your business and recognise that it is your responsibility, as the leader of your team, to continually develop them, inspire them, educate them and give them the tools to perform at the highest level.

Economic timing should be irrelevant, but if there was ever a case for developing your staff, it would be in economic downtimes, when all companies must work harder to attract and retain customers, and where falling guilty of the cardinal sin of losing customers is economic suicide.

In your business you may feel there is never a good time to take action to develop your people, but in reality, the time is right now.”

Still Celebrating Administrative Professionals Day?

Next week office workers will be honored as part of Administrative Professionals Week, an event that includes Administrative Professionals Day (April 22, 2009).

Wondering how the current economic situation is affecting this holiday, I asked a friend what his office was doing for this event and he replied, “Nothing.” After watching my jaw drop, he quickly explained that he demonstrated his appreciation for his office staff year round – publicly praising them for jobs well done and taking them out to lunch or dinner to celebrate completion of a major project – and that his staff didn’t feel the need to participate in this designated event.

I found a mixed bag of responses in my unscientific poll of other friends. Several said they’ll continue to observe this “holiday” by taking their staff out to lunch (paid for out-of-pocket, not company funds) or giving a small gift of a plant or gift card. One colleague told me her office does not participate because company policy does not allow them to single out certain groups (non-exempt vs. exempt employees). Another colleague spoke with pride about how her office finds the event a good excuse to honor the office manager who provides exceptional service; she was also quick to add her firm recognizes staff (when deserved) year-round, not just during this event.

If you’ve participated in Administrative Professionals Day/Week in the past and plan to continue, what adjustments, if any, will you make this year?

Happy Birthday, Dilbert!

I would be remiss if I didn’t recognize the significance of this week when Dilbert turns 20. Scott Adams unleashed this gang of comic cubicle characters to the masses on April 16, 1989. Thanks, Scott, for helping us laugh at the absurdities that (unfortunately) still exist in the workplace.