Is your company ready for a great comeback story? Then you as a manager are going to need to coach a comeback player of the year. In essence, you need to help them to reinvent their career. To do that, you need some specialized tools in your reinventor’s toolkit.
When I advise the CEO of a company about a derailed executive, I warn him or her that comebacks don’t happen overnight. But with persistent actions on the part of the manager/coach and the executive, it can happen. I have seen it time and again.
Meet Bill, Comeback Executive of the Year
Take Bill for example. In my book The Prodigal Executive I talk about Bill (real story, but not his real name) who was president of a marketing entertainment business that is a subsidiary of an international company. The skills that enabled him to succeed early on in his career backfired on him, derailing him from his career track.
Bill was a driver. He was very achievement-driven and wanted the best for the company. He was willing to do whatever it would take for the team to be successful. Bill believed that the only thing in business is getting the job done. He believed that emotions do not belong in business and if someone can’t get the job done they need to be replaced.
When I met Bill there were quite a few negative comments coming from his direct reports. His boss at the parent company was being briefed on a weekly basis on what a horrible leader he was, and there was starting to be some turnover. So the boss called me and said, “What can you do?”
So I went in to see him and went over the entire process as an overview with Bill. We found during an initial assessment stage that Bill had no idea what leadership was about. He thought that leadership was nothing but results, and his results were outstanding. So his belief system was that as long as he got the numbers to work, he was okay.
What Bill came to realize is that he could get better numbers, and he didn’t have to be seen as a cold, distant, aggressive leader to do it. Truth was, Bill actually wanted to be seen as a personable, likable, engaging leader. He just never had a higher-up sit down with him and tell him how to do it. So Bill and I worked together for about six months and did a lot of work around him spending more time with each of his staff on a regular basis, asking about their career and really showing an ongoing interest in the welfare of each individual.
I shared with Bill a couple strategies for a comeback. One, you’re going to have to act for a while. The second thing is that I started off small. In psychology there is a model for behavior change called Successive Approximation. What that means is that if you want to change your behavior, you break the larger behavior up into smaller segments. You get the person to have some successes in small ways so that when they get to the big ways they’re feeling more comfortable.
So Bill and I started off about five minutes a day with just one of his direct reports, and that went well. So we added another one. Then we added team meeting, which he had never done. He learned how to make them more sociable, like by having food at the meeting. Bill did these steps on faith and then just started noticing that it was working. He was getting more positive feedback, and people were more productive.
Bill is a classic example of a derailed executive getting back on track with the help of a coach. He was such a great contributor, the management of his company just assumed he would make a great leader too. Wrong assumption. But with guidance, Bill made it back.
Wednesday, November 18, 2009
Monday, October 26, 2009
Take a lesson from the USC Trojans
People don’t really self-develop. To illustrate, my son and I went to the USC football practice awhile back and were struck by something at the practice field.
At every practice there are four cameras set up on stilts that are recording the action. The players are improving by constantly looking at film afterwards with the coaches. Together they look at what they did in a situation and discuss what they should have done differently. In addition there are also coaches at the practice giving the players ongoing feedback on how to improve. If the team doesn’t provide that kind of coaching, players won’t know what to change, and they won’t be inspired to do it.
USC has won the national championship several times in the last few years. So the question is: “Why are they practicing? They know how to play football.” The answer of course is that there is so much at stake they want to rehearse and go over the plays. Likewise, there is so much at stake for these derailed executives. They need to run the plays when it’s not in a game situation. Where else can they do that but with a coach who can give them feedback?
There is a common idea in the business world that you should stick with what works. There are a number of old sayings that reinforce this, from “If it ain’t broke, don’t fix it,” to “Don’t change horses mid-stream.”
The reality for executives is that when you rise through the ranks of an organization, you’ll find that each individual level has a different set of rules because you have a different function. So what works at a director level is not going to work at a vice president level. The issue is that no one ever sits down and tells you the rules and then tells you how those rules change.
For example, when you’re not doing the work, but rather being the strategist to get the work done, the unwritten rules and expectations are different.
To use another sports analogy, when you’re in single-A, minor league baseball, the game expectations are one thing. But when you start to get to triple-A or the major leagues, it’s a whole different ballgame (pardon the pun). And if you don’t make those adjustments, you don’t survive.
Some derailed executives say they can’t change and reject coaching. But why?
First, let’s tackle that word can’t. To my thinking here’s no such thing as “can’t.” There’s either “I won’t do it” or “I don’t know how to do it.”
In my experience as an executive coach, “can’t” means the person is afraid and just doesn’t know how to change. But even if somebody knows how to change, for them to self-develop and make the change on their own is very difficult. We all need feedback, and we all need support and encouragement. Unless we know what we did and what we need to do and somebody teaches us how to do it, we can’t improve.
For derailed executives there is a useful theory called the Stages of Change Model about the mind/body stages we go through when we do change. The Stages of Change Model was originally developed in the late 1970s by James Prochaska and Carlo DiClemente at the University of Rhode Island when they were studying how smokers were able to give up their habits. According to the model there are a number of steps: precontemplation to contemplation to determination.
The idea behind the change model is that behavior change does not happen in one step. Rather, people tend to progress through different stages on their way to successful change. You first say to yourself, “Well, I don’t have a problem. And if I don’t have a problem, I don’t need a solution.” Then you get information feedback and data, such as complaints, and you begin to say, “Maybe there is a problem.” So you start to contemplate that there is a problem. If you get even more strong data and a coach comes in, then you have to go from contemplation to determination and decide, “I need to do something about this.”
On one hand it is easy to understand why some derailed executives would reject coaching. Many derailed executives don’t understand why they should change because the company has promoted them three or four times for being the way they are. Why is someone coming in now and telling them that what got them to that spot is not going to keep them there? Naturally there is a resistance to change an approach that has been so successful for so long. It is a very legitimate concern to wonder why you should take the leap of faith and change. Will this new behavior prove equally successful?
At every practice there are four cameras set up on stilts that are recording the action. The players are improving by constantly looking at film afterwards with the coaches. Together they look at what they did in a situation and discuss what they should have done differently. In addition there are also coaches at the practice giving the players ongoing feedback on how to improve. If the team doesn’t provide that kind of coaching, players won’t know what to change, and they won’t be inspired to do it.
USC has won the national championship several times in the last few years. So the question is: “Why are they practicing? They know how to play football.” The answer of course is that there is so much at stake they want to rehearse and go over the plays. Likewise, there is so much at stake for these derailed executives. They need to run the plays when it’s not in a game situation. Where else can they do that but with a coach who can give them feedback?
There is a common idea in the business world that you should stick with what works. There are a number of old sayings that reinforce this, from “If it ain’t broke, don’t fix it,” to “Don’t change horses mid-stream.”
The reality for executives is that when you rise through the ranks of an organization, you’ll find that each individual level has a different set of rules because you have a different function. So what works at a director level is not going to work at a vice president level. The issue is that no one ever sits down and tells you the rules and then tells you how those rules change.
For example, when you’re not doing the work, but rather being the strategist to get the work done, the unwritten rules and expectations are different.
To use another sports analogy, when you’re in single-A, minor league baseball, the game expectations are one thing. But when you start to get to triple-A or the major leagues, it’s a whole different ballgame (pardon the pun). And if you don’t make those adjustments, you don’t survive.
Some derailed executives say they can’t change and reject coaching. But why?
First, let’s tackle that word can’t. To my thinking here’s no such thing as “can’t.” There’s either “I won’t do it” or “I don’t know how to do it.”
In my experience as an executive coach, “can’t” means the person is afraid and just doesn’t know how to change. But even if somebody knows how to change, for them to self-develop and make the change on their own is very difficult. We all need feedback, and we all need support and encouragement. Unless we know what we did and what we need to do and somebody teaches us how to do it, we can’t improve.
For derailed executives there is a useful theory called the Stages of Change Model about the mind/body stages we go through when we do change. The Stages of Change Model was originally developed in the late 1970s by James Prochaska and Carlo DiClemente at the University of Rhode Island when they were studying how smokers were able to give up their habits. According to the model there are a number of steps: precontemplation to contemplation to determination.
The idea behind the change model is that behavior change does not happen in one step. Rather, people tend to progress through different stages on their way to successful change. You first say to yourself, “Well, I don’t have a problem. And if I don’t have a problem, I don’t need a solution.” Then you get information feedback and data, such as complaints, and you begin to say, “Maybe there is a problem.” So you start to contemplate that there is a problem. If you get even more strong data and a coach comes in, then you have to go from contemplation to determination and decide, “I need to do something about this.”
On one hand it is easy to understand why some derailed executives would reject coaching. Many derailed executives don’t understand why they should change because the company has promoted them three or four times for being the way they are. Why is someone coming in now and telling them that what got them to that spot is not going to keep them there? Naturally there is a resistance to change an approach that has been so successful for so long. It is a very legitimate concern to wonder why you should take the leap of faith and change. Will this new behavior prove equally successful?
Monday, October 12, 2009
Three Tips to Avoid Bad Executive Hires
Of course, nobody likes to terminate an executive. So here are my three tips for avoiding the problem from my book The Prodigal Executive.
Tip # 1 -- Hire Great in the First Place.
By screening potential employees for past behaviors and attitudes, you can dramatically reduce the costs of hiring bad people, and make your workplace more productive, happier, safer, and more profitable. Combine an efficient prescreening assessment with an effective pre-employment background check, and you can cut your risk by half or more.
Tip # 2--Hire and Promote for Job Fit.
A well-documented study, published in Harvard Business Review concludes that "Job Match" is by far the most reliable predictor of effectiveness on the job (Greenberg and Greenberg, "Job Matching for Better Sales Performance." Harvard Business Review, Volume 58, No. 5, Sept 1, 1980). The study considered many factors including the age, sex, race, education and experience of approximately 300,000 subjects. It evaluated their job performance and found no significant statistical differences, except in the area of "Job Match." The conclusion was this: "It's not experience that counts or college degrees or other accepted factors; success hinges on a fit with the job."
If success is determined by job fit, your challenge is to predict that fit. This requires that you measure thinking style, behavioral traits, and occupational interests, and that you do so in a cost-effective way. Assessments are an efficient way to predict job fit. With an assessment, an employer can assure that the people hired fit their new jobs; that the people promoted can succeed in the new position; that employees can identify a career path likely to work; and that newly opened jobs can be filled from within, with a high probability of success.
Tip # 3--Improve Managers and Keep Your Best People.
People quit people, they don’t quit jobs. Guess which people they are most likely to quit? Hint: Managers have the most significant impact on a worker’s daily activities, the mood of the work setting, and the reward structure on the job.
Identifying the strengths and weaknesses of your managers, and improving their most critical skills, is a key component of keeping your best people. In this economy, budgets for training have been curtailed, making it difficult to find the money to improve management skills. Many companies are concerned about wasting money on training employees that will leave. As author, salesperson and speaker Zig Ziglar said, though, “If you think it’s expensive to train people and lose them, try not training them and keeping them!”
Unfortunately there will always be know-it-alls, bullies, prima donnas, and passive aggressors. But don’t tolerate them for one day. If they were exceptional once, then coach these prodigal executives to return to greatness.
Tip # 1 -- Hire Great in the First Place.
By screening potential employees for past behaviors and attitudes, you can dramatically reduce the costs of hiring bad people, and make your workplace more productive, happier, safer, and more profitable. Combine an efficient prescreening assessment with an effective pre-employment background check, and you can cut your risk by half or more.
Tip # 2--Hire and Promote for Job Fit.
A well-documented study, published in Harvard Business Review concludes that "Job Match" is by far the most reliable predictor of effectiveness on the job (Greenberg and Greenberg, "Job Matching for Better Sales Performance." Harvard Business Review, Volume 58, No. 5, Sept 1, 1980). The study considered many factors including the age, sex, race, education and experience of approximately 300,000 subjects. It evaluated their job performance and found no significant statistical differences, except in the area of "Job Match." The conclusion was this: "It's not experience that counts or college degrees or other accepted factors; success hinges on a fit with the job."
If success is determined by job fit, your challenge is to predict that fit. This requires that you measure thinking style, behavioral traits, and occupational interests, and that you do so in a cost-effective way. Assessments are an efficient way to predict job fit. With an assessment, an employer can assure that the people hired fit their new jobs; that the people promoted can succeed in the new position; that employees can identify a career path likely to work; and that newly opened jobs can be filled from within, with a high probability of success.
Tip # 3--Improve Managers and Keep Your Best People.
People quit people, they don’t quit jobs. Guess which people they are most likely to quit? Hint: Managers have the most significant impact on a worker’s daily activities, the mood of the work setting, and the reward structure on the job.
Identifying the strengths and weaknesses of your managers, and improving their most critical skills, is a key component of keeping your best people. In this economy, budgets for training have been curtailed, making it difficult to find the money to improve management skills. Many companies are concerned about wasting money on training employees that will leave. As author, salesperson and speaker Zig Ziglar said, though, “If you think it’s expensive to train people and lose them, try not training them and keeping them!”
Unfortunately there will always be know-it-alls, bullies, prima donnas, and passive aggressors. But don’t tolerate them for one day. If they were exceptional once, then coach these prodigal executives to return to greatness.
Thursday, October 1, 2009
Prodigal Executive Now Available on Amazon.com
Some derailed executives create toxic workplaces that cause good employees to flee. Other former star employees cause customers and peers to complain in ever increasing numbers. So why not just fire them?
Ah, that is the dilemma. Often these prima donnas are extremely valuable employees. Some bring in millions of dollars to the company. Others have an irreplaceable specialized skill or body of knowledge.
So what is a company to do? According to new research, 8 out of 10 of these derailed executives can be coached to get back on track.
“Before you as a manager get involved in any kind of coaching of a derailed executive or employee, you should ask if this particular person has been given feedback about their obnoxious behavior" says Bruce Heller, Ph.D., author of “The Prodigal Executive: How to Coach Executives Too Painful to Keep, Too Valuable to Fire” (Author House, July 2009)
Dr. Heller reports that in two decades of experience throughout corporate America helping toxic bosses and star employees whose star has fallen, only about half have been given feedback on their errant behavior. He advocates these four ironclad coaching rules:
Ironclad Rule 1. When you do give feedback, make sure that it is data based, and behavioral based. Make sure it is not hearsay. For instance, what is the exact behavior the individual is showing that causes concern?
Ironclad Rule 2. Always use the sandwich technique. Open with positive feedback, then give the negative feedback, and then close with positive feedback. Work toward salvaging some of the self esteem of the individual, by saying :"You're quite a valuable component of our company. You're highly successful and we want to do everything we can to salvage our relationship. However, we have some concerns, and our concerns are: A B, C, D, and E."
Ironclad Rule 3. Your goal should be to gain some buy in from the individual. One of the mistakes supervisors make after giving some coaching feedback is that they don't schedule the next meeting. Before both of you leave after the feedback, say "Let's you and I meet next Friday morning at 8:30 am and let's continue this conversation."
Ironclad Rule 4. There needs to be some consequence so the person doesn't just blow off the feedback session. So you put the idea of separation out there. They need to know their behavior could lead to termination. If employees don’t have a consequence, they don’t take the coaching seriously.
In his book Dr. Heller explains how eight out of 10 derailed executives can be saved; six myths that hold many companies back from coaching; when to keep 'em and when to fire 'em; how to give feedback to toxic bosses and derailed executives; three keys to an executive comeback, and how to help derailed executives out the door if they really need to go.
Ah, that is the dilemma. Often these prima donnas are extremely valuable employees. Some bring in millions of dollars to the company. Others have an irreplaceable specialized skill or body of knowledge.
So what is a company to do? According to new research, 8 out of 10 of these derailed executives can be coached to get back on track.
“Before you as a manager get involved in any kind of coaching of a derailed executive or employee, you should ask if this particular person has been given feedback about their obnoxious behavior" says Bruce Heller, Ph.D., author of “The Prodigal Executive: How to Coach Executives Too Painful to Keep, Too Valuable to Fire” (Author House, July 2009)
Dr. Heller reports that in two decades of experience throughout corporate America helping toxic bosses and star employees whose star has fallen, only about half have been given feedback on their errant behavior. He advocates these four ironclad coaching rules:
Ironclad Rule 1. When you do give feedback, make sure that it is data based, and behavioral based. Make sure it is not hearsay. For instance, what is the exact behavior the individual is showing that causes concern?
Ironclad Rule 2. Always use the sandwich technique. Open with positive feedback, then give the negative feedback, and then close with positive feedback. Work toward salvaging some of the self esteem of the individual, by saying :"You're quite a valuable component of our company. You're highly successful and we want to do everything we can to salvage our relationship. However, we have some concerns, and our concerns are: A B, C, D, and E."
Ironclad Rule 3. Your goal should be to gain some buy in from the individual. One of the mistakes supervisors make after giving some coaching feedback is that they don't schedule the next meeting. Before both of you leave after the feedback, say "Let's you and I meet next Friday morning at 8:30 am and let's continue this conversation."
Ironclad Rule 4. There needs to be some consequence so the person doesn't just blow off the feedback session. So you put the idea of separation out there. They need to know their behavior could lead to termination. If employees don’t have a consequence, they don’t take the coaching seriously.
In his book Dr. Heller explains how eight out of 10 derailed executives can be saved; six myths that hold many companies back from coaching; when to keep 'em and when to fire 'em; how to give feedback to toxic bosses and derailed executives; three keys to an executive comeback, and how to help derailed executives out the door if they really need to go.
Friday, August 28, 2009
Scientists Are Prodigal Executives Too
One of my interests is working with scientists and people who have advanced degrees with a strong analytical bent (possibly because of my own background). One reason why I like coaching these technical executives is that these individuals make such a meaningful contribution. The common reality is that these individuals who are technical professionals are promoted because they were so good at what they did. One of my missions is to help them transition from the technical professional to a leader.
Many of them go into the science because they want to build things not work with people. Management was probably something they did not study in college or grad school. For instance, there was Bill (real story, not his real name). Bill was a senior scientist who went through a coaching program after it discovered he did not have a calling for managing people. His request was to return to be a senior scientist and not continue to pursue a role of manager.
Bill ended up being very successful as a scientist and his experiment with managing people was a good experience. He now had clarity about his true career calling, and that management was not surely for him. His curiosity had been satisfied. Bill learned his course as a scientist he had his calling and he could focus on being the scientist possible.
The moral of the story is, technical competence does not always yield managerial competence.
All companies hunger for superstar employees. They hunger for superstar employees leads to promoting them into managers. Companies also hunger for superstar managers and leaders. In order to help a superstar successful transition from employee to manager without derailing they need to be coached.
But be careful. Many times superstars have a strong ego and are not aware of their need for help. So, one convincing strategy is to tell them the best get better by ongoing coaching and development. You need to sell them on the idea that to truly be set up to succeed they could benefit from coaching.
Many of them go into the science because they want to build things not work with people. Management was probably something they did not study in college or grad school. For instance, there was Bill (real story, not his real name). Bill was a senior scientist who went through a coaching program after it discovered he did not have a calling for managing people. His request was to return to be a senior scientist and not continue to pursue a role of manager.
Bill ended up being very successful as a scientist and his experiment with managing people was a good experience. He now had clarity about his true career calling, and that management was not surely for him. His curiosity had been satisfied. Bill learned his course as a scientist he had his calling and he could focus on being the scientist possible.
The moral of the story is, technical competence does not always yield managerial competence.
All companies hunger for superstar employees. They hunger for superstar employees leads to promoting them into managers. Companies also hunger for superstar managers and leaders. In order to help a superstar successful transition from employee to manager without derailing they need to be coached.
But be careful. Many times superstars have a strong ego and are not aware of their need for help. So, one convincing strategy is to tell them the best get better by ongoing coaching and development. You need to sell them on the idea that to truly be set up to succeed they could benefit from coaching.
Friday, July 31, 2009
How to Create A Culture That Prevents Executive Derailment
When you conduct objective benchmark meetings, your company creates a culture that prevents executive derailment instead of trying to correct the derailment. I'm a firm believer that companies should have a 360 process on an annual basis for all of their managers and executives to make sure how they're doing. A 360 degree assessment is like going to your doctor for an annual checkup. The old adage is true that an ounce of prevention is worth a pound of cure.
If a manager can see that an executive is derailing and get help to them early, then there is a higher probability that the behavior without can be corrected without significant damage to the organization, the culture or the individual's executive’s brand. Benchmarking with 360 degree management surveys and Web surveys is not that expensive to do. A company can begin with an outside source and after a while the managers can be trained to give the feedback.
Another pet peeve. Companies have a tendency to change their 360 degree feedback survey test on an ongoing basis. Typically a new HR person comes in or the manager hears of a new 360 and changes it. I'm not a big believer in changing which test you use, but I am a big believer in finding one that really works for the company and using it at least two or three times. Every time you change the 360 degree feedback survey you're starting off with a new baseline. If the managers keep switching the survey tools then the company won’t be getting any longitudinal data.
If a manager can see that an executive is derailing and get help to them early, then there is a higher probability that the behavior without can be corrected without significant damage to the organization, the culture or the individual's executive’s brand. Benchmarking with 360 degree management surveys and Web surveys is not that expensive to do. A company can begin with an outside source and after a while the managers can be trained to give the feedback.
Another pet peeve. Companies have a tendency to change their 360 degree feedback survey test on an ongoing basis. Typically a new HR person comes in or the manager hears of a new 360 and changes it. I'm not a big believer in changing which test you use, but I am a big believer in finding one that really works for the company and using it at least two or three times. Every time you change the 360 degree feedback survey you're starting off with a new baseline. If the managers keep switching the survey tools then the company won’t be getting any longitudinal data.
Sunday, July 12, 2009
Getting the Prodigal Executive Back On Track
While almost all the companies use external coaches, especially for the C-level suite like CEO and CFO, about 60% were now using internal coaches. “External coaches often are used to ‘save’ an executive from failure when it's too late: like closing the barn door after the horse has already gone.” (McDermott, Levinson and Newton: “What Coaching Can and Cannot Do for Your Organization,” Human Resource Planning, June 2007).
According to a study of 55 large companies (95% with annual revenues of more than $1 billion), organization that address derailment risks through the greater use of internal coaches report positive outcomes.
The study went on to conclude that “using internal coaches in derailment cases, in contrast, may signal that the company takes performance issues seriously and is willing to invest the time of its own people, not just dollars, in supporting an employee's efforts to improve.” Never sell yourself short as an internal coach, because you may be better positioned to leverage other company resources and people to help solve the issues that led to derailment.
According to a study of 55 large companies (95% with annual revenues of more than $1 billion), organization that address derailment risks through the greater use of internal coaches report positive outcomes.
The study went on to conclude that “using internal coaches in derailment cases, in contrast, may signal that the company takes performance issues seriously and is willing to invest the time of its own people, not just dollars, in supporting an employee's efforts to improve.” Never sell yourself short as an internal coach, because you may be better positioned to leverage other company resources and people to help solve the issues that led to derailment.
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