The Cornerstone of Profitable Management
The single most valuable skill you will ever develop in terms of your current and future success as a manger or a leader, regardless of your industry, profession or position, is your ability to communicate.
It is the key to:
- Attracting, hiring and retaining the best talent
- Eliminating mistakes and ensuring better results in less time
- Creating happier, more enthusiastic employees
- Creating the most dynamic corporate culture possible
Communication is the ability to be effectively understood, in meaningful terms, by everyone you manage, by everyone you report to and by everybody else you interact with in the course of your life. This sounds simple but it is far from easy. As a manager and even more so as a leader your job will require you to accomplish the majority of work through other people. Your greatest challenge is in becoming proficient in adapting your delivery to the unique basic values, core behavioral characteristics and intrinsic motivators of each individual you speak to. Your message doesn’t change but the way it is heard does. If you can’t adapt to make that connection in order to be heard effectively you are risking being misunderstood the vast majority if the time. Can you afford to take that chance?
Have you ever wondered why so many employees fail to meet their boss’s expectations on a consistent basis? The answer is really very simple. Most of the time they do not understand what those expectations are, at least not in terms that they understand at a level they can act on effectively or that they care about. And it’s not their fault. As their manager you cannot assume that communication took place. The responsibility is yours to make sure they understand.
George Bernard Shaw is quoted as saying “The problem with communication is the illusion that it has occurred.” This is unfortunately more the norm than the exception, but it doesn’t need to be that way.
The Cornerstone of Profitable Management lays the foundation of effective communication through a practical and interactive study in the application of understanding behavior and attitude as it applies to how a person “hears” your message.
Behavior is the study in HOW people do things. Understanding the meaning of the core characteristics of how somebody prefers to do things tells you what elements of your message they will focus on. It tells you how to lead them to the conclusion you need them to draw. It tells you how they will try to follow through on your request or instructions and guides you in how to frame your message. When you can do this you will start to see better results immediately delivered by people who are much happier doing what you needed done. Whether you are dealing with someone who is bottom line results driven or someone who is supportive, helpful, stay the course, people oriented, when they understand on their terms, everybody wins.
Attitude is the study of WHY we do things. It is our motivation. It is the reward we need to feel as a result of our actions and when you can frame your message to inspire the belief that this reward will be the natural outcome of achieving the task you require, in their own way, on their own terms, you are far more likely to see the results you want delivered by individuals much more satisfied with their careers and their lives.
When you can adapt your communication style to connect with others naturally while effectively recognizing both their individual behaviors and attitudes, you will have people exceeding your expectations and looking for opportunities to do even more.
When you can teach your people to connect with the same level of effectiveness, there will be no limit to what you can achieve.
When you apply the study of behavior and attitude consistently and persistently your skills will take you to the ultimate ability of leadership, which Dwight Eisenhower defined as “The art of getting someone else to do what you want done because he wants to do it.”
It all starts by laying the Cornerstone of Profitable Management