I listened with fascination to Vanessa Feltz’s daytime radio programme on BBC London Radio. The subject being discussed was the marshmallow test. Whilst teaching at Stanford University in the 1960s, Walter Mischel carried out this now well known squidgy pink and white experiment.

A group of four-year-olds were given a marshmallow and promised another, only if they could wait 20 minutes before eating the first one. Some children could wait and others could not. The researchers then followed the progress of each child into adolescence and demonstrated that those with the ability to wait were better adjusted and more dependable (determined via surveys of their parents and teachers), and scored an average of 210 points higher on the Scholastic Aptitude Test.

People were phoning the show getting excited about how little Timmy, who was off school sick that day, had just passed the test. Someone’s little Timmy had managed to go forty minutes on the promise of three marshmallows, praise be! I couldn’t help but wonder how easy I would find it to pass on the marshmallow if I was off sick. Forty minute Timmy must’ve been at death’s door.

I had to leave Vanessa and Timmy at this point, but I couldn’t get this pink and white dilemma out of my mind. In particular, I couldn’t stop wondering why, when so many children choose to pass this test, many business leaders don’t, or won’t, or can’t. I realise that a lot of short term thinking and acting is likely to be a result of the pressure for more profit, lower cost, and greater dividend yield.

Clearly whilst these things are necessary for businesses to sustain themselves in the long term, they aren’t all essential for the day to day leading of an organisation. If leaders were recruited for their leadership skills, and were trusted to lead, and in turn trusted those closer to the customer to manage, think, act and do, then maybe the profit, efficiencies and other benefits would flow more naturally.

What do you think? And have you got any examples of true leaders? Leaders who can rise above the noise and pressure to create a culture through which trust and autonomy can permeate. Leaders who can deploy real employee engagement to build sustainable, great experiences for their colleagues and customers?

Only those who can manage at least two marshmallows need apply.

Delighted customers make the Wow Awards happen. Delighted customers and Derek Williams working with his great team too. Short and simple. The Wow! awards ceremony took place yesterdayand I hope you will take a few minutes to look at the Wow Awards web site. Enjoy the pics, and the videos, some of which are inspiring and humbling.

People love to learn and they form a close bond with the organisation that helped them learn. We see this in schools, colleges and universities which have strong alumni networks. Many organisations could use this link to engage the workforce and create a powerful bond.

Here’s an exciting example of learning creating great results.

As a motivation technique (usually called Innovation Time Off), all Google engineers are encouraged to spend 20% of their work time (one day per week) on projects that interest them. Some of Google’s newer services, such as Gmail, Google News, and AdSense originated from these independent endeavours. In a talk at Stanford University, Marissa Mayer, Google’s Vice President of Search Products and User Experience, stated that her analysis showed that 50% of the new product launches originated from the 20% time.

I am surprised that more organisations don’t spot this powerful connection and do something about it. Too often the personal development opportunities offered by an organisation to its staff, serve to benefit only the organisation. They make the person better at doing what the organisation wants, with little or no regard for the person as a whole. There’s nothing personal about that.

Given the strong bond between learning and loyalty, opportunities for real personal development could be a useful way to engage and motivate staff. Much more fulfilling than the usual morally suspect financial incentives we tend to see trotted out. Pay people a decent salary; maybe include within that salary a small development fund. Give people time to develop, work on projects that interest them, and watch them grow into satisfied employees, acting as genuine advocates for the organisation.

The CIPD says job satisfaction is falling in the UK

the CIPD’s measure of job satisfaction has dropped from a score of 46 to 37 according to the latest Employee Outlook survey of 2,000 staff. More people (42 per cent) reported excessive pressures at work, compared to six months ago (38 per cent), while employees were also more likely to say they have seen increases in stress and conflict at work, as well as bullying by line managers.

The previous survey shown some resilience, based on the premise that people felt “lucky” to have a job. Claire McCartney, the CIPD’s resourcing and talent planning adviser, said: “In the spring we interpreted high job satisfaction in the face of the recession as a ‘fixed grin’, where employees felt lucky just to have a job. In this quarter, the fixed grin is slipping and the temporary goodwill is being replaced with increasing frustration.”

Another interesting figure from the last report in April is a rise from 34 to 40 per cent of staff that ideally would like to change jobs. My own experience shows me that workers with scarce skills are already migrating and there is increasing talk of a war for talent as the economy picks up.

This may come as a disappointment but I doubt it is much of a surprise. For months here at What Goes Around Limited we have been asking business leaders questions like:

How are you going to motivate your people?
How are you going to get them to give the discretionary effort that’s so vital in delivering a great customer experience?
How are you going to get your people to trust you, and each other?

Referencing the first question specifically, experience in large organisations shows us that simple basic recognition is poorly executed. In a global telco, less than 3 out of 10 could strongly agree with the statement “In the last 7 days I’ve received praise or recognition for good work”. That’s despite the fact this statement is widely acknowledged as a critical key in the link between managers and staff.

There is a strong link between the strategy, planning and delivery of change management, and employee engagement. Our experience in organisations which struggle with engagement shows me they also struggle with managing change. In one such organisation I have observed that only 6% of employees can strongly agree with the statement “I feel that change is well managed in this organisation”. Examples of why this is so include;

We don’t finish what we start
We don’t engage, we tend to dictate
We don’t communicate change effectively

We also frequently observe a lack of clarity around job expectations, and too often workers do not seem to have the systems and tools they need to do the job right. And of course, people want to be involved. They want to help the organisation to Stop Doing Dumb Things to Customers. This co-existence is powerful and also rare.

There is some interesting research published by Right Management which supports this connection. According to their recent global study, ninety-four percent of employees who report that change was not handled well in their organizations are disengaged. They go on to identify nine drivers of successful change which in turn support high levels of engagement. They are:

1. Senior leaders implement effective change
2. Safe and healthy workplace
3. Efficient work processes and people systems
4. Fit-for-purpose structure
5. Open and honest communication
6. Employees empowered to make changes to the way things are done
7. Teamwork between business units/departments
8. Resources to do the job well
9. Line managers have appropriate skills

I agree with a number of these points, particularly 3, 4, 5, and 7, 8 and 9. Whilst I acknowledge that senior leadership has its place I am seeing signs of successful change being co-created by workers and customers. Sometimes this has the encouragement of senior leaders but they often have little or nothing to do with its implementation, and quite rightly so. They rarely get closer to the customer or front line staff to have any direct experience, and so they are much more powerful as an encourager rather than a do-er.

Likewise, empowerment is a word often used to encourage people to get involved, or take action themselves. Too often though, the accepted culture is to wait for empowerment to be given, after all we define empowerment as “to give someone official authority or the freedom to do something.” What organisations really need is a culture of getting on and doing the right things for the right reasons, without waiting to be told. This comes from a culture of autonomy, trust and respect, and as my experience shows, can lead to great, sustainable business results.

So how can we make these things happen? A practical thing that one can do at any meeting is to ask, “What have we agreed to do?” and in turn, “What are you personally going to do to help us achieve what we have all agreed to do?” Then listen for a SMART objective. Anyone is more likely to deliver what he or she hears themselves commit to aloud in front of their peers than to fulfill someone else’s draft of the minutes of a meeting long after the discussion. Our experience shows us that commitment and delivery builds positive trust very quickly.

Also, we have a wealth of good practice at our disposal. In a recently published article on HR Zone, we offered up ten practical engagement tips for managers. These were compiled through a series of interviews with top performing line managers at all organisational levels, so they are based on people’s actual experience.

If you want to find out more about how we help engaged people create great customer experiences, then drop us a line from the get in touch page on this site, we’d be happy to help you co-create something special.

Lead the way!

I just read an interesting article on a great site run by Bruce Temkin. His piece is titled Five Wishes for Customer Service in 2010. The five wishes are:

1 – Forget about average handle times.
2 – Learn from every interaction.
3 – Recover quickly and be proactive.
4 – Make customer service a product attribute.
5 – Engage reps in customer experience transformation.

OK so strictly speaking wish three is two wishes but hey, I’m all for the occasional Wish Once Get One Free. I particularly like number 2, and number 5. I encourage you to read the full lowdown at Bruce’s, it won’t take long and I think you will find it useful.

After writing “What’s Missing?” on this blog I received loads of feedback and ideas. We will highlight some of these over the next few weeks. First up is a note from John Coleman, Head of Change Delivery at Co-Operative Financial Services. He said:

I have worked for a company that has seen its business genuinely transform in the last 5 years whilst simultaneously recording engagement scores from seriously disengaged through to “world class”. The key for me is simple – if people believe they can make a difference, however small, they will. If they don’t, they won’t!

What do you think, is John right? Have you any examples of this in action? Have you ever helped someone to make the fundamental shift from “no I can’t” to “yes I can”.

I think John is onto something here. Certainly when I was time trialling I knew even before the start of a race whether or not I could do well. Sure there would be things beyond my control, maybe strong winds or a punctured tyre, but if I had chosen the right training, prepared well, and most importantly, picked the right attitude, then I believed I could do well.

John used this story to illustrate belief:

A mighty storm battered the coastline relentlessly for several days. When it ended, there were a million starfish left stranded, high and dry up the coastline. A young boy wandered across the beach, picking up the starfish and returning them to the sea. A man watched for several minutes before saying to the boy “you haven’t a hope of making any difference to this, there’s a million of them”. The boy looked at him, picked up another one and threw it into the sea before replying “I made a difference to that one didn’t I”.

Looking forward to reading your feedback and ideas, have a good day.

David Marklew has been in touch with a fantastic story of engagement at work. Engagement and recognition between two people who don’t even share a common language. It reinforces the fourth question from Marcus Buckingham’s First Break All the Rules. “In the last seven days, have I received recognition or praise for good work?” It’s simple and effective. I love it, great work David.

We were faced with the retail equivalent of a disaster – a warehouse full of stock and none ready to ship to the store. There were issues in the supply chain, but a recovery situation prevailed.

The task was simple – gather together sufficient resource to put price stickers onto cd’s & dvd’s. It won’t be any surprise to anyone with an eye for logistics that getting the right resource (people to you and I) proved difficult. We had bus loads of agency temps (people) coming into the warehouse from all directions. Mixed abilities would be an understatement and English was not the dominant language.

The skill required in placing a cd sticker on the right cd in the right place is not high but it does require some co-ordination and technique to achieve a reasonable speed of application. It also requires a small but significant level of engagement from the ’stickerer’. My committed management and supervisory team in true style set about identifying what I will call weaknesses in the stickering team. Their language for this was rather less polite. The agency supervisors were informed of the weaknesses and they were excluded from the site.

I tried to encourage them to apply some balance to their approach and show their appreciation to the more engaged ’stickerers’. I had noticed a young man applying himself to the task with such energy and skill that it was difficult to keep him supplied with enough cd’s or stickers. I went to thank him for his work – he didn’t speak a word of English so I mimed the cd stickering action and gave him a thumbs up sign and a smile. This went on for a few days. He worked exceptionally hard; I gave him a thumbs up.

On about the fifth day he came to find me. It was lunch time; he mimed scoffing, pointed at the canteen and beckoned me in. When I arrived in the canteen there was a table of about 10 of his friends. He invited me to sit next to him which I did and he then produced from his bag a huge bowl of food to share – he placed the exotic mix of vegetables, spices, couscous and rice in the centre of the table and we all tucked in. It was delicious. I felt very humble and realised a lesson in life. It is often very easy to connect if you make the effort – all it takes is the right signal of appreciation.

Having recently posted talks from Barry Schwartz, Dan Pink and Curt Coffman all focussing on the importance of employee engagement, I got stuck into the Towers Perrin Global Workforce Study for some light reading. It’s a great report, crammed full of useful facts and figures and powerful arguments for employee engagement as a basis for sustainable change. In particular, the analysis on how engagement affects financial and individual performance stood out for me.

Financial Proof that Employee Engagement Works

This looks like a rare beast, a win win scenario. The more I examine the evidence, the harder I struggle to understand why these principles aren’t more widely understood, and indeed practiced.

I need your help. In your experience, what is it that stops organisations from embracing the connection between employee engagement and improved financial performance, and doing something meaningful about it? Have you got any examples of this in action?

I met Chris Boardman earlier this year. He was talking about the changes in thinking he had undergone to shift from a hugely successful solo sports star, to the leader of the Secret Squirrel Club. This club was where all the innovation and new designs emerged for the multi medal winning GB cycling team at the Beijing Olympics.

He set the scene with a few fun ideas. First he told the story of how the US space agency commissioned the first pen to write in space, spent $11m and then spotted the Russians using a pencil which cost them nothing to develop. Good story, strictly urban legend only I’m afraid.

Boardman then gave 6 of us an A4 sheet of paper and challenged us to be only in contact with the paper and each other after 30 seconds. We (just) managed to all hold hands and lean out from the paper on which our tippy toes were struggling to fit when the 30 second shout went up. He then folded the paper in half and challenged us again, and so this went on until we quickly collapsed in a heap on the floor. At that point he said, “Of course you could all have held the piece of paper and just jumped in the air at the 30 second point.” Yes we could, but we weren’t thinking differently.

I blogged about more of this here and Michael Lawrence who works for BP over in Chicago got in touch and asked for more news on Boardman’s different thinking. Sorry for the long delay Michael, what follows are the headlines from the discussion:

Learn to listen. The fun stuff that Boardman first spoke about was designed to do exactly that. Some careful listening to his instructions may have seen us crack the folded paper dilemma.

Involve people in the process. Boardman spoke about how his team would design stuff, do tests on the athletes, get information from the tests, and then tell the athletes the information. The athletes would ignore the feedback and carry on largely as before. They shifted to a position of co-creation. A great example is the aero helmets the cyclists wore in Beijing. The design team were struggling to get any meaningful feedback on some new designs they had presented to the athletes. Starting again from scratch, the team went through loads of different design shapes, different materials, and different tests. This time they did it together, involved the athletes from the start. After loads of experimentation (some if it quite bizarre by previous standards), the result was a successful piece of co-created kit which drew on the very best feedback from the whole team.

Be curious. The co-creation process outlined above helped foster a sense of curiosity. The team began to explore more and more possibilities; they lost the gut instinct to reject ideas too quickly, accumulating over 10,000 ideas in the run up to the Beijing Olympics.

Allow time for things to go wrong. Self explanatory and very important, though we seldom do it.

Choose your own attitude. You can only affect you, don’t obsess about the competition, focus on what you can achieve. Success comes from being as good as you can be, and this feeling helps put you in control.

He closed with a machine gun fire of High Performance Essentials:

Value diversity (Boardman got very passionate about this), clearly defined roles, parked egos to ensure the best group performance, share praise, trust, listening and understanding. Finally, he stressed the importance of fun as a great way of keeping a team together, particularly when things were stressful.

I hope Michael and many others find this useful. Feel free to add any further ideas of your own.

OK we’ve gone a bit vid crazy the last week or so, just happens there are some excellent ones coming to our attention. Check this one out from TED Talks:

Barry Schwartz makes a passionate call for “practical wisdom” as an antidote to a society gone mad with bureaucracy. He argues powerfully that rules often fail us, incentives often backfire, and practical, everyday wisdom will help rebuild our world. This is a compelling watch, a passionate man speaking with humility and conviction. Enjoy.

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