Mike Figliuolo – Page 14 – thoughtLEADERS, LLC: Leadership Training for the Real World

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Entries by Mike Figliuolo

One Question that Dramatically Improves Cross-Functional Collaboration

March 19, 2018 /0 Comments/in Books, Communications, Guest Blogger, Leadership, Project Management /by Mike Figliuolo

Cross-functional team environments are challenging because people bring a “function first” mindset to the team. If you can get them to shift their thinking slightly, you can unlock the performance these teams are capable of. Craig Ross is co-author of the new book, Do Big Things (CLICK HERE to get your copy). It was painful to watch: the client to whom I was providing coaching was trying to lead a cross-functional meeting. She wasn’t having much success, and her experience isn’t that unusual. In similar situations, most companies struggle with a ‘my-function-first’ mentality from teammates. And it wrecks productivity. In fact, over 90 percent of executives cite a lack of collaboration for their workplace failures. At the first break in the meeting, I took my client aside and asked her, “Do you want to rock the world your teammates are functioning in right now?” She looked at me with desperate eyes. “Sure. At this point I’ve got nothing to lose.” I suggested to her that she ask a specific question—the same one I’ve equipped leaders with that are eager to see team members become more collaborative. And quickly. “Ask each of them to tell you what role they have on this team,” I said. My client looked at me as if I was asking her to embarrass herself in front of the team. “I already know what they do,” she answered. “Stay with me for a moment,” I replied. “You’re right – you think you know what they are supposed to do, and so do they. And their current mindset, as well-intentioned as it is, is obviously not getting the job done.” She looked at me waiting for more.

How prevalent are communication silos in your organization?

March 15, 2018 /0 Comments/in Communications, Leadership, Poll /by Mike Figliuolo

Our reader poll today asks: How prevalent are communication silos in your organization? They’re everywhere. Everyone operates in a silo: 56.7% We have a few big silos but not an excessive number: 26.7% We don’t have many silos: 10.7% We don’t have silos and communicate very well: 2.3% I’m a farmer. I’m supposed to have silos: 3.6% Let’s break down the walls. Operating in silos is clearly a pandemic sweeping across the organizational landscape. A full 57% of you state that they’re everywhere. Typically a desire to exert control over one’s area or an unwillingness to put in the effort to communicate with other groups is the root cause of these silo issues. The problem is more and more of us operate in a matrixed environment. The key to breaking down the silos is demanding people take a broader view of their work and involve stakeholders more proactively. Unless you hold your team to that standard of communication, they’ll continue plugging away in their individual silos, oblivious to the impact of their work on the rest of the organization. Do you agree with these poll results? Let us know in the comments below! – Mike Figliuolo at thoughtLEADERS, LLC Did you enjoy this post? If so, I highly encourage you to take about 30 seconds to become a regular subscriber to this blog. It’s free, fun, practical, and only a few emails a week (I promise!). SIGN UP HERE to get the thoughtLEADERS blog conveniently delivered right to your inbox!

Want to succeed as a consultant? Pick the right revenue model

March 14, 2018 /3 Comments/in Business Toolkit, Entrepreneur, Leadership, Sales, Strategy /by Mike Figliuolo

If you want to be a consultant and run your own firm, you need to have a good sense of your revenue model. There are many to choose from. Pick the right one and be very profitable. Pick the wrong one and you’ll be working like a dog for a tiny paycheck. Your revenue model explains how you make money. You need to determine how to charge for the services you’re offering and what services you’ll charge for. Consultants use three primary revenue models: fee-for-service, project-based, and per-unit. There’s a big difference between a fee-for-service consulting model, a project-based model, and per-unit pricing models. Fee-for-Service Fee-for-service gets you an hourly rate. You charge a specified amount of money for each hour or each day of services rendered. The upside of this model is you get paid for your time so if the project expands, you get paid more money. This is especially attractive in situations where there might be scope creep on your project. The downside to this model is there’s pretty much a cap on what you can charge per hour. You get no benefit from being more efficient. If you’re going to work on projects with a poorly-defined scope or if there’s no predictable amount of work you’ll be doing, consider using a fee-for-service model. Project-Based For project-based revenue models, there’s a one-time fee for the entire project. The upside of this model is if you’re more efficient, you’re more profitable. The downside is if the scope of that project creeps, your economics on that project could be terrible. For example, if I have a very clear expectation that a project will take six weeks to complete and will require four days of effort per week, I can take my daily rate and multiply it by 24. I […]

Do You Innovate from the Top Down or Bottom Up?

March 12, 2018 /1 Comment/in Books, Communications, Guest Blogger, Innovation, Leadership /by Mike Figliuolo

Innovation is the lifeblood of any organization but too often it stalls because leaders see change as too disruptive or they’re not fully aware of why the front line is advocating change. Change your way of looking at change if you want a more innovative organization. Today’s post is by Jeanne Liedtka, Randy Salzman, and Daisy Azer, authors of Design Thinking for the Greater Good (CLICK HERE to get your copy). That is a constant query when corporations, governments, non-profits – indeed all organizations – seek to innovate. Are creative new ideas imposed from on high or do they evolve from front-line staffers? Our research for Design Thinking for the Greater Good, and past research into effective corporate innovation, indicates “all of the above” is the best answer. Our stories demonstrate that it is not an either-or proposition. Instead, leaders encourage creative thinking with top-down systems which facilitate front-line innovation. Successful, effective ideas require management which protects employees from failure fallout and need employees willing to stick their necks out. Beginning with The Catalyst, the first innovation work by Darden Business School’s strategy professor Dr. Jeanne Liedtka, one prime key we’ve discovered is managers who “run cover” for innovators by keeping any organization’s designated doubters at bay while innovators explore, empathize, ideate, experiment and iterate. Perhaps surprisingly it is rarely upper management who stall potential innovation, more often it is mid-levels and peers who can’t find the time to study an innovative possibility. They often “back burner” change makers to distraction. Hence, a management style providing the time and minimal resources necessary to get through the experimentation stage where some predictive data can be developed is a godsend for creative front-liners. Too often, it seems, upper management seeks innovation but leaves a command and control structure in place which discourages […]

How do you perceive a gap in an interview candidate’s work history?

March 8, 2018 /0 Comments/in Career, Leadership, Poll /by Mike Figliuolo

Our reader poll today asks: How do you perceive a gap in an interview candidate’s work history? – Not a problem as long as they explain and it’s a good reason: 69% – A big problem if they don’t proactively explain it: 16% – I don’t care at all. I’m interested in their skills: 15% Explain the gap. Gaps in your employment history aren’t an issue for interviewers – as long as you explain it. If you took time off to get a degree, raise your kids, care for a sick relative, or just “find yourself,” employers won’t have a problem with it. Avoid the temptation to not address it. While it may feel awkward to do so, clearly interviewers have a preference that you explain it proactively. Remember – if you don’t explain it, employers are legally prevented from asking you certain questions like marital or family status. If you don’t provide the explanation, you’re forcing them to dream up one of their own. That can lead to a bad outcome for you. Do you agree with these poll results? Let us know in the comments below! – Mike Figliuolo at thoughtLEADERS, LLC Did you enjoy this post? If so, I highly encourage you to take about 30 seconds to become a regular subscriber to this blog. It’s free, fun, practical, and only a few emails a week (I promise!). SIGN UP HERE to get the thoughtLEADERS blog conveniently delivered right to your inbox!

5 Ways to Get Buyers to Tell Stories to Help You Close the Deal

March 7, 2018 /0 Comments/in Books, Communications, Leadership, Sales /by Mike Figliuolo

Getting your buyers to tell stories can give you insight into how to sell to them more effectively. Here are five ways to get your buyers to tell you their stories. Today’s post is by Paul Smith, thoughtLEADERS principal and bestselling author of Lead With a Story and Sell With a Story. Your first objective in a sales call shouldn’t be to tell any of your stories. It should be to get the buyer to tell you their stories. If you don’t hear their stories first, how will you know which of your stories to tell? You wouldn’t trust a doctor who wrote you a prescription without listening to you explain your problem, would you? Of course not. Then why would a buyer accept the recommendation of a salesperson who did the same thing? And if you’re unsure about what kind of stories you should want to hear from your prospects, here are the three most productive ones you should be asking for: A personal story – so you can get to know them better A story about their biggest problem – so you’ll know what kind of help they need A story about how their favorite supplier became their favorite supplier – so you can become their favorite supplier Now, getting your buyers to talk is easy. Getting them to tell you stories requires a little more work. And you should want them to actually tell you stories not just talk, and for many of the same reasons why you should be telling stories to them: It’ll help you relax and listen better It’ll help you build a better relationship with them It’ll help you better remember what they say, plus When the story they tell is about the problem they’re facing, it helps you understand the context so you’ll have a better idea of the opportunity you’re […]

The Right Way to Leave Your Job

March 5, 2018 /0 Comments/in Books, Career, Communications, Guest Blogger /by Mike Figliuolo

Leaving your job can be difficult. Don’t make it harder than it needs to be. Be classy on the way out the door because you never know what the future will bring. Today’s post is by Denise Dudley, author of Work it! Get In, Get Noticed, Get Promoted (CLICK HERE to get your copy). Sometimes, it’s simply time to go—and you know it. You’ve carefully weighed the pros and cons of leaving your job, and the exit door keeps looking more and more inviting. Perhaps you’ve looked for opportunities in your current company, and none of them appeal to you, or there aren’t any to begin with. Maybe you’re working for Attila the Hun and you know nothing’s going to change in terms of how you’re being treated. Or you’re simply really, really bored. So now you’ve come to the conclusion that you’ll be better off leaving both your job and the company. If you’re lucky or resourceful enough to have another position lined up, go ahead and accept it, and find out how soon they want you to start. If you don’t have another job lined up, you’ll have to decide whether to quit now and start hunting for a job once you’re unemployed, or search for another position while keeping your current one. Experts will tell you that the employed always stand a better chance of getting hired than the unemployed, and I agree with this. I’m far more comfortable hiring a person who’s logically and calmly conducting a job search than one who’s desperately looking to make next month’s rent. Still, the logistics of conducting a job search while you’re still working can be tricky. For starters, how much should you tell your boss? If you flat-out announce that you’re looking for another job, she just might […]

What’s the most dangerous mistake you can make when writing a strategic plan?

March 1, 2018 /0 Comments/in Communications, Leadership, Poll, Strategy /by Mike Figliuolo

Our reader poll today asks: What’s the most dangerous mistake you can make when writing a strategic plan? – Only pursuing small initiatives: 4% – Only pursuing huge initiatives: 3% – Only focusing on your core business and not new ones: 6% – Lacking a coherent theme or direction for initiatives: 35% – Pursuing too many initiatives at once: 52% Get direction and focus. Strategy is about saying “no” and clearly that’s a big challenge for many of you. 52% of you are chasing too many opportunities. I’d venture to guess not all of them are big or strategic. In a world of limited resources, every minute you spend on something small or distracting is a minute you’re taking away from the big and meaningful stuff. Prioritize and narrow your list of initiatives. The way to do that is through a solid strategic planning process that helps you avoid common strategic planning errors. Spend time setting a clear direction for your organization. Once you know your desired destination, it’s easier to say no to distracting initiatives that aren’t aligned with your strategic objectives. These two approaches will solve the big problems 87% of you have identified as plaguing your business. Do you agree with these poll results? Let us know in the comments below! – Mike Figliuolo at thoughtLEADERS, LLC Did you enjoy this post? If so, I highly encourage you to take about 30 seconds to become a regular subscriber to this blog. It’s free, fun, practical, and only a few emails a week (I promise!). SIGN UP HERE to get the thoughtLEADERS blog conveniently delivered right to your inbox!

4 Major Job Interview Mistakes to Avoid

February 28, 2018 /1 Comment/in Business Toolkit, Career, Communications /by Mike Figliuolo

Job interviews are high-stress environments. It’s easy to make mistakes in those situations. If you’re aware of these four major errors, it’s less likely that you’ll make them during the interview. My daughter is about to graduate from graduate school with a master’s in customer insights/marketing. We’ve been having a lot of conversations about resumes, job search, and interviewing as she looks for a job (by the way, if you’re hiring someone in branding/marketing/customer insights, I know a candidate… email me…). I sent her the below article to share some thoughts on mistakes she should avoid during this process. I hope you’ll find these suggestions helpful too. I know many of you who read this blog are also out there in the job market. If you’re lucky enough to land an interview during these tough economic times, don’t blow it with a moron moment. I’ve interviewed (and been interviewed) hundreds of times. Some went fantastic. Others made me cringe. Remember, in times like these, an employer is looking for ANY reason, no matter how small, to knock a candidate out of the running. They can afford to be extremely choosy as they seek out the highest caliber talent. Much like my prior posts on how not to be stupid and lazy, how to avoid one major interview landmine, and really understanding the role of your resume, this post will focus on helping you avoid classic mistakes I’ve actually seen first-hand during interviews. Here goes: 4 job offer-killing interview mistakes… Mistake 1: Your Watch Not looking at your watch can kill your chances. Looking at it can kill them too. If you’re late for an interview with me, you’ve got one shot to rescue your interview. That explanation better include traffic accidents, exploding cars, and emergency room trips. If you’re late […]

Make Sure it’s a Problem before Solving the Problem

February 26, 2018 /0 Comments/in Books, Communications, Entrepreneur, Guest Blogger, Innovation, Leadership /by Mike Figliuolo

It’s easy to fall into the trap of fixing a problem as soon as you see it. The issue arises when you’re solving the wrong problem. You’re much better off getting clarity on what the real problem is – if’ it’s even a problem at all! – before you rush off into problem solving. Today’s post is by Maxine Harris, PhD. She’s the co-author of Lessons for Non-Profit and Start-Up Leaders: Tales from a Reluctant CEO (CLICK HERE to get your copy). All organizations face problems. No matter how hard you try and how many solutions you attempt, there are always barriers to running a smooth sailing ship. One of the biggest barriers is when you find yourself trying to solve the wrong problem or in some cases a “non-problem.” So before you spend your time and commit your organization’s resources, make sure it is the right problem to solve. Sometimes, it helps to take a step back and gain a different perspective. Getting a bird’s eye view can be a wonderful tool in looking at problems, or in running a business for that matter. Take, for example, company X, a mid-sized non-profit operating in a large urban center that experienced a high rate of staff turnover. Where the industry standard was roughly 30%, company X posted a turnover rate of almost 40% among its front line staff. Leaders postulated that this high turnover rate was responsible for low rates of productivity, inefficiencies in the human resources department, and organizational malaise. Note, there was no data to back up any of these assumptions. Leaders struggled to solve the turnover problem, and they approached it from a variety of different angles. Perhaps they were hiring the wrong people in the first place; perhaps, salaries were too low; perhaps the organizational culture […]

When you make a really big mistake, how do you handle it?

February 22, 2018 /0 Comments/in Career, Communications, Leadership, Poll /by Mike Figliuolo

Our reader poll today asks: When you make a really big mistake, how do you handle it? – Immediately fess up and fix it quickly: 90% – Try to fix it quietly yourself so others don’t know: 9% – Ignore it and hope no one else notices: 1% Fess up fast. That’s the preferred approach for almost all of you. When you’ve made a mistake, regardless of size, getting in front of the issue appears to be the best policy. Doing so has several benefits. It eliminates the uncertainty and fear that comes along with worrying about being found out. It demonstrates to the organization that you’re fallible but willing to take responsibility for your actions. It gets people focused on fixing the problem instead of tracking down causes and figuring out where the blame resides. Putting your head in the sand or trying to work behind the scenes to clean up your mess presents many problems. The next time you mess up, try getting in front of the issue instead. The consequences are usually less severe than if you’re found out by someone else. Do you agree with these poll results? Let us know in the comments below! – Mike Figliuolo at thoughtLEADERS, LLC Did you enjoy this post? If so, I highly encourage you to take about 30 seconds to become a regular subscriber to this blog. It’s free, fun, practical, and only a few emails a week (I promise!). SIGN UP HERE to get the thoughtLEADERS blog conveniently delivered right to your inbox!

Leadership Lessons from the Black Panther

February 21, 2018 /0 Comments/in Leadership, Strategy /by Mike Figliuolo

Chadwick Boseman has brought an incredibly powerful and entertaining hero to the forefront. We would all do well to learn some leadership lessons from the Black Panther. If you haven’t seen the Black Panther yet, go. Now. Read this blog post later. There are probably spoilers in it. I loved the Black Panther. The storyline was fantastic. The acting was amazing. The visuals were mind-blowing. It is deservedly receiving wonderful critical acclaim and achieving outstanding financial success. So let’s explore what we can learn from Chadwick Boseman, T’Challa, and the Black Panther. No. I haven’t fallen and hit my head. I know Chadwick Boseman plays T’Challa who is actually the Black Panther. But we can learn leadership lessons from all three people. Chadwick Boseman This man epitomizes class and humility. It’s been so much fun watching him during all the interviews. He has completely eschewed the Hollywood “I am awesome! Look at me!” dynamic in favor of talking about his cast-mates, the crew, the fans, and the opportunity he’s been presented with. The most powerful interview I’ve seen with him involved him telling the story of two young boys who were terminally ill. Boseman visited them and stayed in touch with them throughout filming. He was brought to tears when he explained how the boys said they were holding on as long as they could so they could see the movie released. Unfortunately they both passed away before the release. While they may not have seen the movie, I’m sure Boseman’s friendship and support meant a great deal to them. My takeaway from Boseman’s professionalism, genuine concern for others, and humility is that this man is a wonderful human being. He deserves all the success that comes his way and it’s clear that his success will never change who he […]