May 5, 2003 More or Less

If you were asked, what is the one thing you would most like to have in order to ensure that you meet your objectives this year, how would you respond? (Sorry, lower objectives is the one answer that won't fly!) Go ahead, take a moment and come up with your answer.

Many times the answer to that question falls into one of two categories - More or Less. How about some of these - more resources (be it people, technology, or budget), more time, or one of the best of all, more customers. The frequent "less" responses include less "fire drills," less administrative interruptions or reports, and less turnover (either in terms of customers or associates.) Perhaps your answer fell into one of these camps.

When asked about what they need most from a boss, very rarely do people reply that they need to be managed more. However, they do say that they want to have more control over the things for which they are accountable, more authority, and more explanations about the "why's" behind direction from the top. But they want less micromanaging and being constantly reminded of all the details. What people look for from a boss is more support, coaching and collaboration - more leadership. (Do you suppose your people feel the same way about you?)

Figuring out ways to attract new customers, grow the ones you already have, attract the kind of talented people you need to work with you - all of these require leadership. In your job, you simply cannot meet all your goals by being a great individual performer or by controlling everyone else's every move . You will need your people to be as devoted to the goals as you are. You'll need their energy to come up with innovative solutions for pesky problems, to take on more challenging tasks, and to help each other out when times get tough. And then it will still not be easy.

Everyday, there are stories about teams of people who have been able to produce much more than anyone ever expected of them. Their results hit levels that are often considered unbelievable or extraordinary. Of all the reasons for this to happen, there is one that is certainly one of the most important of all. People achieve great results because they want to, not because they have to. And teams are able to produce substantially higher results than individuals.

So, as knowledgeable as you might be about your business operations, you also need to be skilled in rallying your team around you. The more you are able to inspire them and better equip them, the more they will be able to, and want to deliver for you. That is the formula for ongoing success - and the work of leaders.

Reflection Questions:

• Have you ever directly worked for or been associated with someone you would call a real leader?
• In what ways did that individual make you feel different about the effort you were pursuing?
• Did you want to give a little more to the cause? In what ways was working with this person different than struggling through the day working for a "boss?"
• What more - and - what less do your people need from you in order to do their best work?