How Smart People Collaborate for Success

Kevin Daum wrote this article for Inc. Magazine in June 2013. His essay demonstrates the power of collaboration and offers 7 tips to maximize effectiveness. Do you collaborate…or isolate? Do you get by on your own sheer brilliance, or engage in the empowering, respectful process of working with others?

Enjoy.

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Most experts agree that collaboration in business consistently provides greater accomplishment. When it works, the combined brainpower of intelligent people can solve complex problems and achieve amazing results.

Still many people hesitate before engaging others in their process. It’s understandable. Most people have horror stories of a collaboration that went bad. And often it seems a hassle to manage the needs and personalities of others when stakes are high and time is short. Still, effective collaboration can create breakthroughs and make leaders shine. Remember, you don’t have to do it alone. Here are seven tips to help you master the art of collaboration and make the whole greater than the sum of its parts.

1. Choose Participants Carefully

Successful collaboration begins with picking the appropriate people for the task at hand. Don’t just ask for volunteers or draw straws. Give careful consideration to the skills, experience, motivations, and compatibility of the people you invite to the group. Depending upon the scope of the project, you may want all like-minded people or a blend of perspectives.

2. Remove Quiet Politeness

What good is working with a bunch of smart people if they won’t be honest and sharing? People need to be willing to open themselves and be challenged. Creative conflict is powerful and productive. Find innovative, fun ways to stimulate passionate debate. Reward openness and authenticity with admiration. Real groundbreaking ideas only surface when people go all in and get vulnerable.

3. Establish Communication Protocols

People collaborate better when engagement is structured and simple. Setting up specific communication guidelines helps your participants focus on the ideas rather than worrying about missing something or chasing people. Determine in advance who will talk to whom, when and how often. Let people know which channels are appropriate. Perhaps create a specific place on your intranet or use collaboration software to centralize interaction. Get full buy-in and clarification on the rules so it’s clear to all when a violation occurs and it can easily remedied.

4. Use a Specific Ideation Process

It’s important to put method to the madness. Random brainstorms with little or no structure will exclude some from the process while allowing others to dominate the conversation. Do your homework and learn effective facilitation techniques that will surface creativity. Outline in advance the people, processes and resources required so your participants are free to focus on the work and not the logistics.

5. Give Requirement and Permission

Nothing is more frustrating then working in a group where contributions are unequal, or worse, unreliable. Develop clear guidelines for responsibilities and build in accountability. Articulate deadlines and consequences if someone falls short. Make sure people know they have permission to speak up if others are not pulling their weight. Better to have the small distraction of rancor early on then a systemic failure near the deadline. Quickly remove non-compliant people before they destroy the trust and morale of the group.

6. Work with Respect

Few go into a collaborative project with intentions of being disrespectful; yet it often happens, verbally or non-verbally. Disrespect is shown by being late, missing deadlines, being unprepared, hogging the conversation, quiet politeness or distraction by irrelevant discussion. If everyone shows respect by focusing each minute of activity on the common objectives of the group, the required time will be short and the results will be plentiful.

Man embracing boss in kitchen

7. Broadcast Recognition and Gratitude

Give praise, credit, and affirmation often, loudly and where they are due. If others in your office see the positive attributes of collaboration, they will be encouraged by your leadership to make effective collaboration pervasive and help establish a culture of developing groundbreaking results.

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Where do good ideas come from?

We are what we repeatedly do. Excellence, then, is not an act but a habit.” – Aristotle

Where will your ideas originate today? The ones that will help you lead better? The ones that will bring more customers to your business? The ones that will bring increased harmony to your work culture?

Seth Godin, in Poke the Box rhetorically asks “What would our world look like if more people started projects, made a ruckus, and took more risks?”

Today is a starting point for new habits and new ideas. Seth Godin has provided a workbook to help you in this journey.

Previous blog posts have highlighted new talents needed in today’s workforce versus the past. “Starting something” has more value than “expertise” in the eyes of hiring managers. Having a track record of “taking risks” could trump someone’s college degree from a “noted” university.

Life isn’t fair. Adjust.

You are the idea generator of our time.

Godin wraps up with these questions. Dare to share your answers:

  • If you were invited to give “the talk of your life” what would it be about?
  • What would you want to teach others? What would you personally want to learn from the experience?
  • If you were given the opportunity to start something that could change the world, what would it be?
  • What will the world look like once you take initiative?
  • Why are you waiting to start? What are you waiting for?
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Ditch the elevator pitch! Which of these 6 alternatives works for you?

The elevator pitch is fading away, signifying the end of another era.

Years ago odds were good that you worked in a building with an elevator. Especially, if you were in the corporate world. In this building was an ivory tower, home to all the executives. If you worked on the 7th floor and Mr. Big worked in the penthouse you may accidentally find yourself riding the same elevator. If forced to speak, you needed to have a canned pitch to justify your existence.

Times have changed. Communication options have changed. The workplace has changed. The CEO may be in the next cubicle from yours, or you are the CEO of your home-based business.

Daniel Pink, in To Sell Is Human makes the case that in spite of your title; you spend much of your time selling, or “moving” others. Today’s elevator pitch may be an interoffice email, a Facebook update or an informational webinar. It’s not as much a pitch as it is a story.

Mr. Pink has several suggestions that work, and none include an elevator:

  • The One – Word Pitch. Think “priceless,” think MasterCard. Can you make one word synonymous with your brand?
  • The Question Pitch. “What can brown do for you?” UPS posed a question that compelled you to respond.
  • The Rhyming Pitch. – Johnnie Cochran gained fame 20 years ago defending O.J.” If the glove doesn’t fit…” Rhymes will make you memorable and timeless.

There are 3 more “pitches”, and The Pixar Pitch is one you should practice over and over.

If you read, and value understanding work dynamics in today’s rapidly changing world, Pink’s pitch is positively precious.

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Isolate or Collaborate?

My life has been dedicated to the belief in collaboration and participation in collaborative groups. Two heads are better than one. You can’t get their alone. Whether it is cliches or book titles there are many ways to demonstrate the value of collaboration.

Merriam-Webster defines collaborate as: “to work with another person or group in order to achieve or do something.”

Why is this important? Consider the places that you assemble with others for one reason or another. Your board of directors’ role with a non-profit, the band parents association or the Rotary. Collaboration works best when your group has guidelines.

This list comes from Karin Hurt with Lets Grow Leaders.

Collaboration works when …

  • Vision is bigger than ego
  • Everyone has something to gain
  • The mission is clearly defined
  • Parameters are established
  • Leadership is shared
  • No one keeps score
  • People play by established ground rules
  • Folks take time to get to know one another as people
  • Strengths are leveraged
  • It’s okay to put on the brakes as needed
  • Dissent is encouraged and accepted
  • Contributions are recognized

As you review the value of the groups you belong keep this list close. Your time is valuable. Too many meetings designed for collaboration drift into disorganized chaos and minimal productivity.

In 2014 there is a premium on focus, leadership, vision and execution. If you are skipping Karin’s bullet points your group will soon become extinct.

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5 Laws of stratospheric success

When a book reveals a “secret”, who wouldn’t want to know more? And without spoiling how the book ends, the secret is GIVING.

The Go-Giver by Bob Burg and John David Mann is a speed reader’s dream. 127 pages, easy to read and it’s an engaging story about giving and all of its benefits.

When giving is scarce, society suffers. As you weave your way through this story you realize that receiving is the natural result of giving. There’s your incentive. Here are the first two laws:

#1 The Law of Value – Your true worth is determined by how much more you give in value than you take in payment.

#2 The Law of Compensation – Your income is determined by how many people you serve and how well you serve them.

You will need to read the book to learn the rest.

If you want to change the world and diminish the endless number of negative stories, start here. The stratosphere is far more attractive than the gutter.

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Hit this bulls-eye and your marketing will be golden

Image

It’s not the most complicated image to dissect. What, how and why are words deeply embedded in your daily lexicon. The Golden Circle is meant to demonstrate the manner in which you should communicate in your marketing. From the inside out. We tend to go in the other direction.

To gain the best understanding of The Golden Circle you should review Simon Sinek’s TED presentation.

Hi, I’m Jim and I sell advertising for the local newspaper. You can buy an advertisement that is full page, half page or by the column inch. Let’s figure out what you want to put in the ad and if we get it in by this afternoon, you will meet the deadline for Friday’s paper.

Here’s WHAT Jim does and HOW he does it. With all due respect…it sounds pretty boring.

This is how selling has droned on for decades. The problem is that he has said nothing about why his paper is unique, or why it exists in the first place. He will haggle with prospects over price, stress over meeting deadlines and commoditize because it’s the only way he knows how to sell.

These days the buyer knows as much if not more than the seller. The goal posts have been moved. Commodities be damned.

Sinek’s Golden Circle is for today’s marketer and seller who understand the paradigm shift. Buyers want more than price and product. They want to feel as though they are investing in an entity with purpose.

Take a look at companies like Apple, Southwest Airlines and Whole Foods Markets. They are on the leading edge of the Start with Why movement.

Whether you are a business, non – profit or marketing yourself to advance your career, the world wants to know why you do what you do. Jim the newspaper ad guy is on every street corner. Dare to change the way people see you. The story of your WHY will resonate, differentiate and attract the customers who believe what you believe. 

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Are your employees the right ones for their jobs?

Jim Collins in his book Good to Great raised the question: are the right people in the right seats in your business? In some cases the answer is no, and the result is a pain point in your organization that will stunt growth, productivity and culture.

Gino Wickman adds to this conversation in Traction. Wickman’s “accountability chart” suggests that businesses look at their structure in 3 categories:

    1. Sales/Marketing
    2. Operations
    3. Finance

When you begin to laser focus in each of these areas you will find the strengths and weaknesses in your business. Weakness in one area will affect the other two. Weakness in more than one area leads to debilitating circumstances.

Considering that all 3 areas are of equal importance (if you don’t agree on equality you have larger issues) you need one specific individual leading each area in order to have accountability.

Sounds simple, but it isn’t.

Discipline, courage, respect, communication and innovation will be at the forefront of all legitimate businesses. These characteristics exist when strong leadership is in place.

Start the assessment of your business by asking these questions:

    1. Do you have the right people in the right seats on the bus?
    2. Do you have standards and criteria for what represents the “right” people?
    3. Does your organization have a clear structure and people in positions of accountability?
    4. On a scale of 1-10, how does your business rate in the 3 categories?
    5. How do you address weak areas in your business?
    6. Does the temp worker understand the mission of the business the same way the CEO does?
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Inclined to start a movement? Now’s your chance.

Being a leader today is easier than ever. As long as you have a shared interest with others and a way to communicate, you are ready to go.

  • Set up a LinkedIn Group
  • Write a blog about your favorite hobby or area of interest
  • Manage a project in Basecamp
  • Arrange a face to face chat with 9 others on Google+ Hangouts
  • Raise money for an important cause using Crowdfunding tool Indiegogo.

An authority on this subject is author Seth Godin. In his book Tribes he outlines all aspects of tribe building, including leadership, communication, generosity and bravery.   

According to Fast Company magazine; “In order to lead, you must challenge the status quo of the religion you’re living under. “ What is your cause, purpose or passion that you can lead?

Your risk is minimal, and your reward potentially could be life changing.

Today is the time to start. You have followers and supporters who are waiting. 

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Attracting perfect customers. Is that part of your mission?

When I first entered sales I was taught that anyone with a pulse and a checkbook (I’m dating myself) is a perfect customer. And if the check didn’t bounce, even better. This is not a tale of woe, but it is a reminder that being strategic can lead to incredibly fulfilling customer relationships.

Whether you are comfortable with the word perfect, or desirable, you should be able to describe the characteristics of the people you love to have as customers. This very important aspect of business development is easily overlooked.

Would you like customers that:

__ honor your payment terms?

__ purchase from you a minimum of once a month?

__ tell their friends about why they enjoy your business?

These are 3 basic examples, but you get the idea. When your perfect customer is “anyone”, you leave yourself open to attracting just that.

Ten years ago I read a book called Attracting Perfect Customers. It was liberating to know that there was another perspective on who could be my customer.  

The book posed four questions that should be part of your Perfect Customer Strategic Action Plan:

  1. What qualities do you want your perfect customers to possess and demonstrate?
  2. What makes your perfect customer tick?
  3. What do you want your perfect customers to expect you to deliver or provide?
  4. What do you need to improve to attract or maintain your customer relationships with perfect customers?

If you can’t answer these questions you have some work to do. It’s worthwhile. When you do, the impact on your marketing plan will be dramatic.

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Give your prospect the opportunity to say No…or Yes

There are few easy ways to explain the sales process. And there are many philosophies on how to close the deal. “It’s a numbers game.” “You have to ask for the order.” “Sell solutions.” “Link the need to your product or service.” Cliches and sales philosophy go hand-in-hand.

The Sandler Sales Institute’s 7-step system is designed for professional, disciplined sales people. Step 2 in their 7-step system is the Upfront Contract.

Let’s address the title of this blog post. Depending on your industry you may or may not have face to face interaction with your prospect. For those who do (let’s pick the payroll sales business) you will establish instant credibility by establishing trust “upfront.”

On your next sales call make certain the prospect knows that they have options at the end of the meeting. Sales calls may end with the order, but often end with uncertainty about the next step. Eliminate the uncertainty. Here’s an example of how the upfront contract can be framed:

Thank you for agreeing to give me 30 minutes of your time. I would like to ask you some questions about your current payroll service…and I’m sure you will have some questions for me. Prior to starting, can we agree that if this conversation reaches a point where you don’t want to go on further, or I don’t see a way where I can help, we will say so? Therefore we know we can say NO.

This upfront contract will take you closer to a yes than any other razzle-dazzle you many have in your trick bag. When was the last time you were approached by a salesperson in this manner?

For more on the outstanding teachings of David Sandler and his system, please read “You Can’t Teach a Kid to Ride a Bike at a Seminar.” Sandler instills dignity in the sales profession and will allow your sales team to be viewed in stark contrast to its competitors.

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