A Simple Test For Accountability

I like to use the following example to explain and assess different levels of accountability in organizations:

If there is a piece of trash on the floor in a regularly traveled hallway, what happens?

No Accountability:  Pretend you don’t see it. Comment about the sins of the litterer or the ineptitude of the cleaning staff. Keep on walking.

Accountability:  Keep on walking, then tell the cleaning staff they missed a spot. Or, chide the person in front of you for walking by it and point out how close the nearest trash can is.

Personal Accountability:  Pick up the trash, throw it out, and go on with your day.

What is the typical response in your organization to a piece of trash on the floor? Perhaps a simple experiment is in order.

Even the obvious causes of behavior are easy to miss

There are some things right in front of you that, until you look for them, are completely invisible.

For several months, we’ve noticed independent behavior changes in our 11 year old dog, Sadie.

She had become increasingly disobedient, especially not coming when she was called.

She had become a whiner. Whenever she wanted something, she would whine, but whenever we went through the list of options (“Are you hungry?” “Do you need to go outside?” “Do you want to play?”), she would just sit there and keep whining.

Either her reaction time was slowing or she wasn’t paying attention. She was constantly getting underfoot and tripped over.

She finally got smart and realized that she didn’t need to run and bark when the garage door opened any more, since it was always my husband.

She got lazy and stopped following me around the house during the day, and just kept on napping when I left the room.

Then, more than a week ago, she started to shake her head and scratch at her ear. The vet confirmed she had an ear infection. Over the course of treatment, I started looking for signs of hearing loss.

She didn’t come when called – she couldn’t hear me call her.

She whined – she couldn’t hear me respond.

She was constantly underfoot – she couldn’t hear our footsteps.

She didn’t bark at the garage door – she couldn’t hear it.

She kept napping when I left the room – she didn’t wake up when got up from my chair.

All the signs pointed to a single cause of her changes in behavior, but instead I had a different interpretation for each. The symptoms were there, but I could not see they were connected. I was somehow satisfied with the easy logic that in her old age, my sweet dog had become an ornery, lazy whiner.

Now that I know the truth, it’s much easier to communicate with her. I can get closer and speak louder. I can rely more on hand signals and make sure I am in her line of sight. Now that I understand, I don’t get frustrated with her.

We are all quick to assign an explanation to the behavior we see in others. Take a step back to check your own assumptions of the behaviors you see in your organization. When you see independent puzzling behaviors, consider they may be connected, and there may be a common cause. Once you understand the true reasons for others’ behaviors, you can effectively address them.

Interview: How to Host Effective Meetings that Drive Change

On this episode of The Change Agent’s Dilemma, you’ll hear my interview with Al Pittampalli, author of Read This Before Our Next Meeting. On the show, we talk about how to host effective meetings that drive change.

Tune in to hear why the way we conduct meetings is so bad, and learn a new format for meetings that will bring about results and use time, our most limited resource, more effectively.

Listen to the show here (30 minutes):

Be sure to visit the radio show page to listen to past episodes and subscribe to the show.

A Road Map for Gaining Support for Change

Effective support for change means leaders and managers do their part to lead the change with those with whom they have authority. While you can offer guidelines for what support is needed and build mutual accountability within a larger group format, for leaders whose support is crucial to the success of the initiative, it is often a good idea to solicit their support individually, which requires a one-to-one conversation.

There are many things to consider before starting these conversations. Prepare in advance to boost your confidence and plan to get what you need. You may only get one chance to gain support, so you don’t want to wing it. The following elements provide a conversation road map to help you gain support.

Desired Outcome

Determining what you want to accomplish by the end of the conversation will go a long way toward making it happen. Decide on a realistic goal for the conversation. Know what you would like the other person to commit to during the encounter. You may want agreement, or buy-in, to move forward with the initiative. You may want them to make a decision. Or, you may need them to commit to taking action or changing their own behavior. Clarify the end result so you can ensure the conversation won’t end before you get what you need.

Their Role

The other person will want to know how they fit into the bigger picture. Clarify their role in the change and how it relates to others who are involved. Explain why you need their unique support for the initiative. Let them know their support is not something that can be delegated. You will both boost their ego and give their personal change activities context.

Urgency

People will need a reason to move from their current level of support, especially if they need to step out of their comfort zone to do so. They also need a reason to start now. Share what will happen, to the organization and to them, if they don’t support the initiative (or don’t support it enough).

Benefits

If urgency communicates why they should not withhold support for change, then the benefits provide the reason they would want to support it. Share how the benefits impact them directly and indirectly. Beyond “What’s in it for me,” benefits cover the positive impact on the company, colleagues, customers, family and others. Share how the leader and the organization will be better off when the initiative succeeds. Connect the project and their support of it to their values.

Expectations

Support means different things to different people. Without a definition, you leave it open to interpretation, which may lead to the person doing what is comfortable instead of doing what is needed. Be specific about the support you need. Determine the activities and behaviors you expect. Understand whether these are desired or required, and how much room there is to design together how they will support the change. Identify the immediate next steps they can take to get started in the right direction.

Your Attitude

Your personal attitude toward the change is couched in how you think the other person will react to your request for support. If you go into the conversation expecting it to be a hard sell, then they might perceive your strong persuasion tactics as a lack of confidence in the project. Manage your expectation of their response to match how you think they should feel about the initiative. Do you want them to see you as enthusiastic or apologetic? Confident or hesitant? Urgent or laid back? Inviting or coercing? Choose an attitude toward the conversation and an approach that communicates what you want them to experience.

To increase support, you will most likely need to start individual conversations with leaders and others in your organization. Before you speak with them, prepare yourself with these key elements so you can be ready to bring them up to strengthen your cause and gain commitment.

The urgency detector

Over the weekend, we returned home from a week-long holiday vacation to the occasional high-pitched, short chirp of the smoke detector that signaled that the battery was getting low.

It was late – almost midnight. The kids were exhausted and needed to get to bed. For some reason, the batteries in smoke detectors are not easy to access or change. And they seem to be the only device in the house that requires a 9-volt battery, which explains why we had no spares anywhere in the house.

The last thing either of us wanted to do after 13 hours in the car was to drive to the store to buy a battery, and then climb up a ladder to change it. But, of course, we did.

The chirping smoke detector can teach us a few things about creating a sense of urgency that compels change:

  • Urgency has a purpose. In the unlikely scenario that the battery dies, the power goes out, and there is a fire, we would have a potentially lethal scenario for my family. As annoying as it is, the chirping alarm is designed to ensure our safety.
  • Urgency comes from the need or desire to stop experiencing the unpleasant. If the chirping was at all tolerable, we might just try to sleep through it.
  • Urgency is continual. If the chirp was a one-time occurrence, either we might miss it, or we could just continue about our business when it’s done. Urgency needs to be unrelenting.
  • Urgency is not the same as an emergency. It should not crowd out other important activities. You don’t have to drop everything to take care of it, but you’re not going to rest while it still needs to be addressed. If the alarm had actually been going off, that would have been an emergency.
  • You have to feel it. The chirping could have been going on for a week and we wouldn’t know it. We didn’t hear it until we were in the house. Even if we had had a remote device that told us the alarm was chirping while we were out of the house, we wouldn’t have rushed home to change the battery. Since we weren’t there to be annoyed by it, it could wait.
  • You also need to know what to do. The chirping is just maddening unless you know what it means and how to make it stop. Urgency without a clear direction to get away from the unpleasantness just makes you feel helpless. Corollary:  The change you make must alleviate the sense of urgency.
  • Urgency requires boundaries for acceptable ways to alleviate it. Urgency is the need to get away from something bad. Besides changing the battery, to avoid the noise we could have chosen to stay in a hotel (an expensive choice) or to unplug the alarm entirely (a dangerous choice). If other alternatives are available to alleviate the sense of urgency, then they need to be less attractive than the desired behavior.

The battery has been changed, and we can forget about it until next time. Although now, we have five extra 9-Volt batteries ready.

2011 – The Year In Review

Thank you everyone for reading my blog this year!  I thought I would share a list of the most popular posts for 2011. Perhaps there are some you missed!

The top 5 Enclaria blog posts from this year are:

  1. Seven Roles of a Change Agent
  2. My boss won’t listen to me – what do I do?
  3. Three Signs You’ve Crossed the Line from Influence to Manipulation
  4. The Five Challenges of Every Change Agent
  5. Six Roles of a Leader During Change

These are a few more of my favorites:

  1. The most misleading – and exploited – statistic about change
  2. The Four Layers of Change
  3. Three Conversations Change Agents Must Master

And if you have some time over the holidays to do some podcast listening, these were the top 5 episodes of The Change Agent’s Dilemma this year:

  1. The Path to Business Excellence
  2. Everyday Influence
  3. Creating Positive Pull Towards an End State
  4. Revolution of One:  Finding the Courage to Drive Change
  5. Lessons Learned from a Change Derailed

Please share your favorites with your colleagues!

Best wishes for 2012,
Heather

Radio Show: Inside the Bubble: How to Create a Safe Space for Change

My guest today is Martin Fenwick, Principal Consultant and Director of TheChangeFactor in Auckland, New Zealand. On the show, Martin describes the concept of a change “bubble,” a way to create a safe space for change to occur in your organization.

Tune in to hear when and why it is necessary to create a safe space for change, and learn how to create the four layers of a change bubble in your organization.

Pardon the crackling – he was calling all the way from Wednesday.

Listen to the show here (30 minutes):

Be sure to visit the radio show page to listen to past episodes and subscribe to the show.

The limitations of a common motivation technique

Common advice to change agents who are trying to garner support for their initiative is to communicate the WIIFM:  “What’s In It For Me?” The concept, derived from sales, is simple. In order to influence others, change agents must sell what’s in it – really, what are the personal benefits – for the people they are trying to get on board.

On the surface, it makes sense to focus on what’s in it for them. In order to motivate someone to participate, then logically we should identify the personal benefits that will make them want to do so. If we can convince someone that they will be better off because of the change, then it follows that they would want to support it.

But, there’s something that makes me cringe whenever I hear that the key to getting buy-in is to focus on WIIFM. The approach assumes that the best and only way to get someone to support change is to convince them that it will personally benefit them. And while I agree it’s a good idea to focus on the experience of the other person instead of on what is important to you, motivation is just not as simple as communicating the WIIFM for them.

Consider the following limitations to the WIIFM approach:

  • WIIFM assumes that people have to agree with a change and want to do it before they can participate or support it. However, sometimes it’s the other way around. They just have to try it and see for themselves what happens, and then they will believe… or at least not mind it as much as they thought they would.
  • The reasons to resist change often outweigh the personal benefits. In fact, they don’t have to; humans are wired to avoid negatives much more than to move toward positives. WIIFM assumes that if you pile on enough benefits people will decide to get on board. Unfortunately, if you ignore resistance, it’s likely no level of benefit will result in a change of mind.
  • People often care about more than just themselves. They care about their coworkers, their customers, the company. In fact, do you really want employees and leaders who respond well to a motivation method that assumes they have narcissistic tendencies?
  • Sometimes there really is no WIIFM. No sense trying to contrive one that no one will believe anyway.

If there is a clear answer to “What’s in it for me?” for the people who you want to influence, then by all means communicate it. But, please don’t rely on it as the only way to get people on board!

Looking to expand beyond the WIIFM technique? Check out my book, 99 Ways to Influence Change, for more ideas on how to get people to support and participate in your change initiative.

Avoid Becoming an Invisible Change Agent

The work of a change agent often happens behind the scenes:  developing programs and tools, coordinating other people’s activities, having conversations to get and keep people on board. To best use their leadership, we encourage executives and managers to become the face of change. In the name of engagement, we invite the people affected by change to participate and give them the recognition for making progress. The result of giving everyone else the credit is that you can become the unsung hero of change – and the invisible change agent.

While this approach may work best for the change itself, being invisible can have a negative impact on your career. You might be missing opportunities for advancement or for more challenging projects in the future. If others don’t recognize you as the one orchestrating success, they won’t think of you when another opportunity comes up. Furthermore, without evidence that you are personally impacting the change, the powers that be may come to believe you are dispensable when the need for cutting back arises.

If you find yourself feeling invisible, first recognize how you got there. Some change agents are content to let others take the credit for success. They consider it the mark of humility to forgo recognition. Others prefer to stay out of the spotlight because they are uncomfortable with attention. Ironically, for others invisibility might be a self-preservation tactic, a way to escape responsibility if things don’t go well. Or, it may be delegated ownership of the initiative taken to the extreme.

Whatever the reason, you put your career as a change agent at risk if you are not seen as capable and delivering results. The following are some ways you can increase your visibility.

  • Set expectations. Define your unique role as a change agent, and explain how it differs from and relates to leaders and the rest of the people going through the change. Make it clear that letting leaders be in charge and recognizing others for success is a deliberate part of the change plan.
  • Toot your own horn. First, make sure the project’s successes are visible, no matter how small. Keep track of the incremental progress you have facilitated and make sure the right people know you had a part in it.
  • Ask for and take on more opportunities to be a visible face of the change initiative. Write articles with bylines for corporate communications. Present at meetings. Speak up to show your expertise and involvement. Claim your ideas, your decisions, and your responsibilities.
  • Brand yourself. Systematize your approach so when people see the tools and use the terminology, they know you have been involved. Throw open the curtain to show more of what you are doing behind the scenes. Link the project’s success to your methodology. Make it clear that progress is not a matter of luck or magic.

To have a career as a change agent, you must be known as someone who can make things happen. Although much of your work may be behind the scenes, take action to secure your image as knowledgeable, capable and influential. Avoid becoming an invisible change agent.

Thank you note

Thank you, blog reader. You challenge me to share practical tips and worthwhile ideas on a regular basis.

Thank you, coaching client. It is an honor to walk beside you as you influence change in your organization.

Thank you, workshop attendee. You inspire me to develop frameworks that make complex work manageable.

Thank you, newsletter subscriber. You motivate me to create content worthy of your inbox.

Thank you, radio show guest. By sharing your unique expertise, you help define what it means to be a change agent.

Thank you, Twitter follower. Through you, I’m connected to the world.

Thank you, friend. You encourage me to do what I love.

Happy Thanksgiving!