A Wordle About This Site

 

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Leading People Through Organizational Change

Change Prezi

A Prezi on Leading Organizational Change

When it comes to installing a “new” practice, system, or process and making it “the way” of producing specified results, anyone who has lead such a change initiative knows that success or failure often comes down to the conduct of leadership and the extent to which people adapt.

Click this link to learn what effective change leaders know about helping people transition from the way things are to the way they need to be.

When you’re done, come back and let us know what you think of the message and the medium!

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Filed under Business, Change, How To, Leadership

Behavior Change: A Talent Development Challenge

hMany organizations today have Talent Management functions staffed with human resource professionals diligently trying
to attract, train, and retain “talent” (the newish word for those paid to do a job. You know, employees.) An important mandate for these Talent Management groups is “talent development”; growing the skills, knowledge, and capabilities of the talent. Implicit in the term “talent development” is the notion that the “talent” will change their behavior in order to improve their performance levels ideally toward the achievement of organizational objectives. Netting it out, this means inside of organizations there’s a department of employees expected to convince other employees to make serious changes in their lives.

Have you ever tried to break an old habit or start a new one? It’s not an easy thing to do. Now, imagine trying to get someone else to break a habit, adopt a new habit, learn a new skill, use a new software program, or do a task differently than they have for the last umpteen years. That’s the challenge faced by talent developers (otherwise known as corporate learning teams, capability developers, trainers, facilitators, instructional designers, etc.).

 This brings us to two essential questions: 

1. Why is change so difficult?
2. How can we influence others to change their behavior?

The Trouble with Change
According to David Rock and Jeffrey Schwartz, breakthroughs in neuroscience prove out what most of us who have tried to change our behaviors already know. Change is painful. It is actually physiologically painful. In their Strategy + Business article titled “The Neuroscience of Leadership,” Rock and Schwartz explain, “Trying to change any hardwired habit requires a lot of effort, in the form of attention. This often leads to a feeling that many people find uncomfortable. So they do what they can to avoid change.”

Another reason change is difficult is a perceived difference between expectation and actuality triggers activity in the parts of the brain that cause people to react more emotionally and impulsively.

“Try to change another person’s behavior, even with the best possible justification, and he or she will experience discomfort. The brain sends out powerful messages that something is wrong, and the capacity for higher thought is decreased. Change itself thus amplifies stress and discomfort…” –Rock & Schwartz

Have you ever tried to drive on a heavily rutted dirt road? You know the kind where deep tire tracks forged in mud are solidified hard as concrete when the ground dries? Once your tires drop into the ruts; it’s almost impossible to pull them out to drive on smoother parts of the road. Our minds work the same way.

We develop schemata or patterns of thoughts and behaviors for our activities. These patterns make us efficient. When was the last time you had to think about brushing your teeth? You were taught step by step; but as time went on, you grouped those steps into a schema or routine. Now, it’s not something you think about step by step but rather as a single task accomplished almost exactly the same way each time.

Schemata are the ruts in the roads of our minds. Changing our behaviors means fighting to pull our mental wheels out of the deep grooves to which we’ve grown accustom. Even when we get the tires onto flat ground, we still feel uncomfortable and anxious. The discomfort does not abate until we’ve worn in a new set of ruts; built a new schema.

Talent Managers and other organizational leaders should recognize and never underestimate the power of the pain of change.  Employees’ perception of the required change and the physiological reactions they experience will greatly impact the outcome.

 

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Filed under Business, Change, Human Resources, Influence, Leadership, Talent Development, Talent Management, Uncategorized

How to Handle Frienemies

Sun Tzu wisely advises army generals, project managers, and leaders of any ilk to “Keep your friends close, and your enemies closer.” But what about our “Frienemies?” Where should we keep them? I’m guessing anyone who has had an initiative derailed by a frienemy would recommend a location where the sun does not shine.

A frienemy is that confounding blend of a friend and an enemy. In business, the frienemy is best known for saying all the right things and doing all the wrong ones. Spinning meetings out of control with irrelevant questions or tangential diatribes, splintering teams and causing discord by ferrying ill will back and forth between disparate groups, smiling at you and nodding in feigned acquiescence all the while, frienemies are the hobgoblins of productivity. Sharp leaders intent on moving their organization toward a brighter future quickly recognize these black clouds looming over the path to success, patiently waiting to rain on their parade.

It is not enough to simplycategorize those surrounding and involved in an initiative as friends, enemies, or frienemies. Leaders must determine an appropriate strategy for each group. For  frienemies, step one is to objectively assess the downside risk to ignoring them in hopes that they either go away or cave in to the positive influence of the “friends.” This is not a time to get caught up in ego and insecurity. A leader does not have to be liked or supported by everyone all the time in order to be effective. Driven by a need for approval, pursuing a turn-around campaign to win the heart and mind of a frienemy could be a fruitless waste of energy.

However, given the objectives you are trying to achieve, if an honest assessment of the situation leads to the conclusion that the frienemy is a big enough risk to warrant an investment of time and attention, there are ways to press a fine wine out of sour grapes.

The frienemy to friend undertaking begins with a mile long walk in the other person’s shoes. Think about what keeps this person up at night; this gives you a better understanding of their motivation. Then, consider how they benefit from their agenda. Why are they not bought-in to the initiative? What do they stand to gain if your objectives are not met?

Now, comes the hard part. Armed with new-found insight into the mind of the frienemy, you have to find an area around which to grant this person your trust. Influential leaders know that they must trust in order to be trusted. Ralph Waldo Emerson eloquently stated, “Trust men and they will be true to you; treat them greatly and they will show themselves great.” Easy enough to accomplish with friends. Painful at best with frienemies; but necessary nonetheless. Ralph and I are not suggesting that you share your garage door code with this person. Start with small steps that move you closer to common ground and mutual respect.

Consider ways you can leverage this person’s strengths while also assuaging their concerns. As Booker T. Washington said, “Few things can help an individual more than to place responsibility on him, and to let him know that you trust him.”

If you have other strategies for handling frienemies or a frienemy to friend success story, please share in the comments section!

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Filed under Change, Frienemy, How To, Influence, Leadership

Becoming An Influential Content Marketer

The Fine Art of Content Marketing

DELL Dons Beret

credit: DELL

 Since the dawn of communication, man has been involved in the practice of content marketing.  The level of brand engagement that resulted from the uttering of those first staccato grunts in caves or around fires is unclear, but there was sharing, the message was behavior-driven and the content was geared toward a target audience.  Nowadays, whether you realize it or not, if you are actively involved in pursuing business on social media, then you are a content marketer.  This might not be the work you signed on for when you created your LinkedIn, Facebook and Twitter accounts, launched your blog, or uploaded that first virtual commercial on to YouTube, but it is part of your job description today.

Business people and companies are competing for eyeballs like never before.  You don’t have to be a search engine savant to know that the Internet is swollen with content.  There is a lot of noise in the cloud.  The challenge lies in getting found, getting noticed and getting known.  Consider those that followed their dreams and staked their claims during the California Gold Rush.  They spent hours upon hours sifting through trays of earth just to find a small nugget.  The nugget was always there; the prospector’s tray just had to be in the right place.  Such is the case with your incredible article, white paper, blog post, landing page, video, or podcast.  Position it well and the right audience will find it.

Although the origin of the term is difficult to pinpoint, content marketing is now a vital entry in the mainstream social vocabulary.  I remember first hearing it in 2007, shortly after I swapped out my Website copywriter’s shingle for that of the LinkedIn consultant.  Today, content marketing is an industry unto itself, a sub-discipline of Internet science, and a staple strategy of social business.  I am amazed at how much content marketing is directed toward, well, content marketing.

 So what are the steps to becoming an effective content marketer?  Glad you asked.

Create a Visibility Strategy

 An all-out assault on the search engines doesn’t guarantee the delivery of a steady stream of spend-ready clients to your virtual doorstep.  Well-executed content marketing is inbound, yes, but who arrives is as important—if not more so—than how many.  Taking your offerings across multiple platforms and appealing to a wide variety of tastes and personalities within (and external to) your target audience will allow you to be a more versatile influencer and allow you to go viral in the right circles.  Build your content portfolio methodically. Depending on the context of your messaging, not all platforms will work.  First, decide what you wish to accomplish with your content marketing objectives.  Who do you most want to reach?  Set some parameters for topic, theme and style, keyword judiciously, and post accordingly.

 Be Compelling and Relevant

Ours is an attention deficit society, one that is constantly demanding injections of fresh, topical content.  Given the accelerated timeline of social media—unique in that it can move light years in a single day—you won’t get much of a chance to and engage prospective clients unless you compel them at the front gate.  People are fickle.  Much as they might give you a courtesy scan, or even go a paragraph or two deep on what you have to offer, if you can’t keep ‘em interested, they’re out.  Moreover, the shelf life of a given post, update, article or tweet is fleeting at best.  Don’t let your output go stale.  Regular content flow ensures that your brand stays in front of people and, over time, you will get noticed.  Good writing, persuasive or otherwise, has an attractive force operating beneath the surface.  It does not happen without practice, purpose and focus. 

Don’t Sound Contrived

Not to downplay the importance of keyword density, but often, people will dilute their message by paying too much attention to coming up high in a specific search category and bombard their piece with certain words or phrases.  Yes, write for Google, but also write for your brand.  People recognize when a piece of content has been doctored for search.  Keyword spamming, or excessive mention of specific terms, is unnatural and actually works to your detriment.  In social, you have to give to get.  You’re going up against people and firms who want to be found in identical searches.  Decide on the text that you want to go after hard, and let the rest go. 

Devise an Appropriate Real World Strategy

Whereas content always has and always will be king, it’s the level of engagement that determines who wears the crown.  These days, it’s about reaching potential customers and clients on an emotional level.  Creating a favorable first impression, and converting that response into a profitable call to action, is the goal of any value-added content marketing campaign.  Ultimately, the dynamic shifts and you move from a position of content management to relationship management.   Over time, you will achieve brand recognition. Social networking, and its requisite skill sets, is the driver.  How you handle inquiries and advance conversations in the physical world will determine your success in business, let alone as a content marketer.  Walk your talk.

As you’re producing each individual piece of content, ask yourself the following questions:

 1). Does it promote my brand?

2). Does it detract from my message?

3). Does it create value for others?

4). Does it influence a call to action?

The once-level playing field has skewed in favor of those who write with clarity, present well, and live up to a perceived brand promise. 

What steps are you taking to market your content?

 

J.D. GERSHBEIN, CEO of OWLISH COMMUNICATIONS, is a specialist in the Art and Science of LinkedIn.  He is a trusted asset to top executives, managers, entrepreneurs, professional service providers, salespeople, and those involved in the search for their next great opportunity.  J.D. offers unrivaled strategic direction to individuals and firms—ranging from small to medium-sized businesses (SMB’s) to Fortune 500 companies— in using LinkedIn to build brand and generate revenue.  Dubbed “LinkedIn’s #1 Brand Ambassador” and “The LinkedIn Black Belt,” J.D. is considered one of the top LinkedIn strategists in the world and a pioneer in the design and delivery of LinkedIn educational programs.  Drawing upon his background in marketing communications, industrial psychology, neuroscience, improvisational comedy and broadcast media, he is helping advance the collective awareness of LinkedIn and inspiring opportunity-oriented professionals in all walks of business.  J.D. is a nationally-known A-list speaker who has been featured on FOX TV News, in the Chicago Tribune, and has guested on prominent coast-to-coast business talk radio programs.  He currently blogs for NBC Chicago and contributes articles on LinkedIn to numerous online publications.  J.D. is also an Adjunct Professor at the Illinois Institute of Technology’s Stuart School of Business where he teaches the school’s first-ever course in social media.  His first book, a treatise on social business communication strategies, is due out early 2012.

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Filed under Business, How To, Influence, Social media, Social Networking, Uncategorized