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Avoiding the Fate of Silicon Valley Bank

As I write this, the dust from the collapse of Silicon Valley Bank (SVB) has yet to settle. Investors around the world are reexamining financial institutions for weakness. Banks like Credit Suisse and First Republic have been propped up while Signature followed SVB into failure. The situation is ongoing and developing; no one knows what the news will be tomorrow or next week, but for now, we must ask ourselves: what can we learn from SVB’s collapse?

What Happened?

The meltdown at SVB is a cautionary tale for organizations, highlighting the importance (and challenge!) of pursuing both short-term gains and long-term stability.

Despite the complexities that often accompany banking failures, SVB’s downfall can be traced back to some standard risks that were not effectively managed: interest rates, duration risk, and “tight coupling.”

Interest rate and duration risk are both well-known and clearly defined in finance. As Matt Levine has noted, these risks were not particularly complex; they were standard risks for a bank.

Tight coupling, however, is less understood. A concept introduced by Charles Perrow in his book “Normal Accidents,” tight coupling refers to systems where one event directly and quickly impacts another, leaving little room for error or intervention.

For example, you could think of a morning rush-hour freeway as a tightly coupled system: onramps and offramps, small windows of opportunity for lane changes, and thousands of cars filled with people trying to make it to work on time. Any accident affects all the cars behind it for miles, and leaves little room for all the people caught in the ensuing traffic to maneuver; they must either come to a screeching halt or end up part of the collision.

In the case of Silicon Valley Bank’s collapse, the herd behavior of venture capitalists exemplified a form of tight coupling. Venture capitalists are notorious for following each other’s lead. As existing clients spent their funds, and deposits from new venture capitalist money slowed to a trickle, questions about SVB’s health arose. Investors got spooked. The crisis gained press coverage, and many venture capitalists advised their portfolio companies to withdraw their funds from SVB. This triggered a domino effect, encouraging others in the ecosystem to do the same.

This tightly coupled environment left little buffer for adaptation or correction, amplifying the risk for SVB.

While these herd dynamics added a layer of complexity, the SVB collapse is a far cry from the many interactions at work in the bankruptcy of Lehman Brothers or the collapse of Bear Stearns. Those collapses were caused by obscure derivatives and an over-reliance on complex mathematical formulae. SVB’s collapse, on the other hand, involved basic bonds whose value could be modeled in a few cells on a spreadsheet.

If an organization is reaching for returns, it must equip itself to manage the risks it is taking on. Organizations must attend not only to the work they do, but to how they work.

Bold Action

Risk is the twin of return — the safest business is to not do anything, but when an organization decides to take action, it must effectively manage the risks associated with its ventures. This involves thinking both short-term and long-term.

Here are a few strategies you can employ to mitigate some of the unforeseen risks that might arise and avoid a complex, tightly-coupled disaster:

  • Opportunistically pursue short-term gains while maintaining a long-term view. Move opportunistically when the chance presents itself, but support those movements with a longer-term, robust approach to risk and resilience. Much of business is about finding undervalued options. Amazon’s retail business barely broke even for years, but it allowed the corporation to start Amazon Web Service (AWS), which now generates outsized profits. Success begets growth, and Amazon has invested in the robustness of AWS. What began as a short-term move is now a huge contributor to the organization’s resilience and viability.

  • Invest in people. This includes not only helping employees master the content of their work but also helping them improve their ability to effectively communicate, trust, and collaborate with their colleagues. Building strong relationships, leadership skills, and open communication channels can have a profound impact on an organization’s ability to manage risk.

  • Drive strategy. Strategy is the path between chaos and complacency, a series of choices that help organizations choose what to do, and more importantly, what to say “no” to. By focusing on strategy, organizations can give executives the attention they need to prevent things from slipping through the cracks.

  • Think inside the box. While some disasters are unexpected, others are known by all, but ignored. One antidote to this is to conduct a premortem. As described by Gary Klein, a premortem involves imagining that a project or initiative has failed and then working backward to identify the factors that contributed to the imagined failure. This exercise can help teams proactively address potential risks and increase the chances of success.

  • Pay attention to warning signs. In SVB’s case, the risk committee and the Federal Reserve warned of potential problems. Ignoring these warnings proved disastrous for the bank.

Strengthening these approaches can not only improve short-term returns but can also contribute to the long-term health of an organization.

As we reflect on SVB’s downfall, it is essential to remember that no organization is immune to risk. However, by implementing the strategies and practices outlined above, businesses can increase their chances of navigating challenges and emerging stronger on the other side. The ability to adapt, innovate, and respond to the changing environment is a critical determinant of an organization’s long-term success.

In a world where short-term gains and long-term stability often seem to be at odds, the story of Silicon Valley Bank’s collapse serves as a poignant reminder of the importance of striking the right balance. By focusing on the people, teams, and organizational culture that underpin success, businesses can ensure they are well-positioned to face the challenges and opportunities that lie ahead.

The collapse of SVB demonstrates that even the most seemingly stable organizations can falter if they fail to manage risk effectively. Let this cautionary tale serve as a call to action for businesses everywhere to invest in their people, consider the long-term, conduct premortems and pay attention to warning signs as we move forward. By doing so, we can avoid many of the dangers created by complexity and tight coupling, and create a resilient and thriving corporate landscape capable of weathering the storms of an ever-changing global economy.

Want to learn more about managing risk in a world of increasing complexity? Download this free sample of Meltdown, by Chris Clearfield and András Tilsik.

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Why Frustration is a Part of Growth

Frustrated? 

 

You’re probably headed in the right direction. 

 

What if I told you that frustration is actually a crucial part of the process of growth? 

 

That by embracing the challenges and setbacks, you can accelerate your learning and development in ways you never thought possible?

 

If you can wrap your mind around this concept, you’ll improve much faster in your work as a leader, bring a little kindness to your own experience, and—because you’re growing faster—you’ll have a greater impact and get promoted faster

 

It may sound counterintuitive, but the research supports this idea.

 

Studies in psychology and neuroscience have shown that when we encounter difficulties or failures, our brains are forced to create new neural connections in order to find a solution. This process of adaptation is what ultimately leads to growth and improvement.

 

I’ve recently started practicing aikido, and as I learn a new technique, I often feel like I’m getting worse. That’s because, as my Sensei puts it, my awareness is growing faster than my skill

 

And it isn’t limited to just aikido. This the gap between awareness and skill arises in all the areas of my life where I’m growing: As a business owner. As a coach. As a parent. 

 

Sometimes that gap can be really frustrating. 

 

But that frustration is part of the process. This is important to acknowledge, because otherwise it’s easy for me to get stuck. 

 

At least it used to be. 

 

In 2016, I read Carol Dwek’s fascinating book, Mindset, and it changed the way I look at things. 

 

From Mindset I learned the difference between having a fixed and a growth mindset. 

 

The fixed mindset is an aspect of the judging mind that evaluates my outcomes and often (if you’re a self-critical high achiever like me) determines that I’ve fallen short of my goals.

 

The growth mindset is a belief that life unfolds as a process. And, in the realm of growth, frustration happens because, by definition, I’m trying new things. 

 

Rather than get tripped up by frustration, I can acknowledge it and work past it from a paradigm of growth.

 

This is important because knowing this can help me stay the course, especially as I encounter new and fresh challenges. 

 

But here’s the catch: not all forms of frustration are helpful. If the frustration is overwhelming and leads to feelings of hopelessness or helplessness, it can actually hinder growth and even lead to burnout. In these cases, seeking support and guidance from others can be crucial.

 

So how can we embrace the kind of frustration that leads to growth, while avoiding the kind that holds us back? Here are a few tips:

 

  1. Embrace a growth mindset. As I mentioned earlier, a growth mindset is a belief that life unfolds as a process. Rather than getting tripped up by frustration or setbacks, we can acknowledge them as a natural part of the learning process and work past them.
  2. Seek out challenges. If you’re always sticking to what you know and avoiding anything that feels difficult or uncomfortable, you’re not going to grow much. Seek out challenges that push you outside your comfort zone and force you to adapt and learn.
  3. Get support when you need it. If the frustration is overwhelming or you’re struggling to find a way forward, don’t be afraid to seek support from others. This might mean working with a coach, finding a mentor, or just talking things through with a trusted friend or colleague.
  4. Watch my video, Why Frustration is a Part of Growth, and remember that frustration is often a sign that you’re on the right path.

 

 

So, the next time you’re feeling frustrated by the challenges in your life, remember that this is a sign that you’re on the right path. By embracing the frustration as a natural part of the learning process, you can accelerate your growth and development in ways you never thought possible.

 

If you’re someone who needs support to tackle the challenges that are most important to you, reach out. Go to clearfieldgroup.com and click the link to book a call. You don’t have to do this alone.

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Not Enough Slack: Why Elon Musk’s Twitter Team Can’t Catch a Break

This week, Elon Musk’s Twitter engineers found themselves without access to Slack, the chat and messaging platform they used for team communication and coordination. Musk apparently made the unilateral decision to eliminate Slack without discussing it with his team, and without securing a replacement communication platform. According to a report from an anonymous employee, the loss of Slack means the loss of years of documentation and message data, and only adds to the current chaos within the company.

 

Sadly, in all likelihood, no one will tell Musk how badly this has affected his company and his employees.

 

As an entrepreneur and innovator, Musk pushed the boundaries of what was possible in the space and auto industries, but his management decisions at Twitter continue to surface concerns about his leadership and decision-making style. His tendency to surround himself with “yes-men” and to ignore dissenting opinions is a dangerous leadership style. It creates a culture where problems are hidden, and people are afraid to speak up. As we’ve seen in a number of recent crises, this kind of culture can lead to catastrophic failures. It’s essential for leaders to encourage diversity of thought, listen to dissenting opinions, and create a culture where people feel comfortable raising concerns.

 

In November of 2022, the billionaire CEO fired many Twitter employees who were criticizing him on Twitter and in their Slack backchannels. And things have only gotten worse. This February, when his Tweet about the Superbowl failed to garner enough attention, Musk held a meeting with the Twitter team to try to figure out why more people weren’t reading his tweets. When one of his principal engineers spoke up and suggested that Musk’s dip in popularity was more likely to be due to the public being sick of his antics than it was to be a problem with the algorithm, they were fired on the spot

 

In short, Musk isn’t leading with curiosity. Curious leaders know that when they tap into the wealth of knowledge and expertise embodied in their team members, it leads to better outcomes for the organization. This kind of open communication also fosters a culture of transparency, which helps to build trust and improve engagement and motivation.

 

It’s important to note that for leaders, creating psychological safety is one of the most important jobs, especially in complex, fast-moving organizations. Psychological safety is the belief that one can speak up without fear of negative consequences. In a culture where psychological safety is present, team members feel empowered to share their perspectives and bring up concerns, which can help leaders make better decisions

 

However, in a culture where psychological safety is lacking, individuals are hesitant to voice dissenting opinions. This leads to a lack of diverse perspectives, and could create disastrous consequences. Leaders like Musk should strive to create an environment where all team members feel heard, valued, and are encouraged to speak up. This can lead to better decision-making and a more successful outcome for the organization as a whole.

 

The importance of psychological safety extends beyond the realm of decision-making. It plays a crucial role in learning and innovation. When individuals feel psychologically safe in their environment, they are more likely to take risks, share their ideas, and experiment with new approaches. This type of atmosphere enables individuals to innovate, and to learn from their mistakes without fear of repercussions. In this sense, psychological safety can be seen as a prerequisite for organizational learning and ingenuity. By cultivating an environment of psychological safety, leaders can foster a culture of continuous improvement and help their organizations stay ahead of the curve.

 

Musk’s tendency to ignore expert advice is a common feature of many high-profile crises. In recent years, he’s made claims about the safety of autonomous vehicles that have been contradicted by his own engineers and scientists. This type of behavior is especially dangerous when it comes to safety-critical systems. Leaders need to be humble, to recognize the limitations of their own expertise, and to rely on the collective intelligence of their teams to make decisions. 

 

Musk has created a culture of uncertainty and confusion, not only by firing people for making dissenting comments in their Slack channel, but by eliminating a fundamental technology Twitter engineers used to communicate. No one can know for sure how this will end, but historically, leaders who fail to heed the council of their advisors find out the hard way that pushback has value.

 

What about you? How would you reflect on your own leadership style? When you request feedback, are you asking for it in a way that requires people to be brave as they speak truth to power? How much psychological safety have you created in your organization and how do you know?

 

If these questions resonate with you and you would like to learn more about leading with curiosity, check out my video, “Don’t Ask Your People To Be Brave.” 

 

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Be curious about your impact on people

Do you dread difficult conversations? 

 

Confronting issues with colleagues, employees, partners, or family members can be a significant source of anxiety and stress for many of us.

 

Maybe you try to avoid these conversations by assigning them to someone else to handle.  Maybe you procrastinate until the last possible moment to schedule them, secretly hoping that the problems will magically resolve themselves. 

 

If you find yourself spinning your wheels imagining the worst-case scenario outcomes to these conversations, you’re not the only one.

 

The culprit of our confrontation dread is often rooted in our fears about how our words will impact others.

 

Will they be furious?  Will they blame us?   

 

How do we move past the fear of our own impact? It starts with a pretty simple shift.

 

If you’re curious about how you can make peace with difficult conversations, I invite you to watch my new video: 

I hope it will help you turn hard conversations into opportunities for learning and growth.

 

In many ways, this work starts with yourself. Listening can trigger a lot of anxiety. If that sounds like you, take a look at my post on working with anxiety, linked here.

 

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Don’t Ask Your People to Be Brave

As leaders, we all know the value of honest feedback. Chances are, you do your best to encourage it in your workplace. What CEO doesn’t claim to have an “open door policy” when it comes to suggestions from their team?

 

But when you request feedback, are you asking for it in a way that requires people to be brave as they speak truth to power? Do your folks feel safe sharing what they are really concerned about? How can you be sure they aren’t holding back for fear of retribution?

 

My new video, “Don’t Ask Your People to be Brave” explores a few methods you can use to create a culture where sharing concerns and suggesting changes feels more like a fun and creative exercise and less like testifying in a courtroom. Give it a watch if you want to learn how to get honest feedback from your team and make the most of the great minds you have surrounded yourself with.

 

Do you know someone else who would find this advice useful?

 

Share this video with them!

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Going Deep vs Headlines

Imagine: Your big meeting with the CEO and senior stakeholders is finally here. They want updates on a big project, and there’s a lot to cover. You’ve got everything well-documented and are ready to do a deep-dive of everything you’ve learned, but you only have an hour to cover it all! 

 

How do you boil down the details of a project you’ve worked on for months into a presentation for senior members who only think about the issue once a year?

 

How do you make the greatest impact without overwhelming leaders with details that may not actually matter to them?

 

After all, you’ve spent months in the nitty gritty of this work, but this project may be just one of many tasks competing for your senior leaders’ brain space. 

 

How do you keep yourself from wasting valuable time on irrelevant details?

 

I have a strategy that will help you be more effective in the meetings that matter.

 

In this video I will show you how to craft “headlines” to help you direct the conversation and keep it focused on issues that interest the senior folks the most. With this simple strategy you can make a greater impact and be more grounded and relaxed in your meetings while knowing you are addressing exactly what your bosses care about. 

 

 

Watch the video and let me know how you can use the Headlines strategy in your next presentation with a senior stakeholder.

 

Do you subscribe to my newsletter, The Breakdown™? Join today for more tools and insights just like this.

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This changes everything: a curious way to lead

The first thing that I noticed was my lack of anxiety. 

 

Late on a summer Sunday afternoon, I emerged from the converted barn on a thirteen-acre ranch in the rolling hills of Northern California. I had just completed a four-day coaching training, and now it was time to head to the airport. 

 

The ranch wasn’t an “Uber-friendly” location, so my assistant Kristen booked a car to Oakland so I could catch my flight home. 

 

I grabbed my bags and looked around the gravel parking lot. 

 

Hmm… no car. 

 

If the car didn’t arrive in under five minutes, I would miss my flight.

 

When I’m late for a flight, I feel like there’s a conspiracy of forces arrayed against me. 

  • Traffic
  • Errors on airline check-in websites (“Oops! There’s a problem and you’ll have to see an agent when you get to the airport.”) 
  • Slow-moving people in security lines (You’re just now realizing that you need to take your laptop out of your bag! Seriously?!)

 

Growing up, the message I got was that the universe was a hostile place. If you didn’t work to defend yourself, you’d be overwhelmed and overtaken. We are an island battered by a sea of cosmic forces.

So I learned to build a fortress and only let in things that I could control. 

 

In the last few years, I’ve let the walls come down. I’ve worked to consciously flip the view that the universe is hostile. 

 

It’s not my enemy, it’s my teacher. 

 

So on that Sunday afternoon, instead of fighting the universe, I got curious: 

 

Dear universe, what are you trying to teach me now?

Here’s what my clients see when they shift from control to curiosity:

 

Curious leaders solve their problems faster. When you let go of the belief that you need to know the answer, you unleash your creativity (and the creativity of those around you). 

 

When you build allies and deepen relationships, you no longer have to push solutions out. Instead, you get to co-create them. 

 

Curious leaders are less stressed and overwhelmed. When you shift from control to curiosity, your experience at work becomes… well, more fun. It’s still high-stakes — you’re still solving big, important problems. But setbacks become an expected part of the journey and you accept them as part of your experience.

“The journey you want vs. the journey you get!”

Curious leaders become more influential and more visible in their organizations. You’ll get noticed and promoted. 

 

One team that I’m working with is creating hundreds of millions of dollars of savings across their company just by asking better questions. Talk about getting noticed! Even better, their success lets them continue to shape their work in ways that are increasing their impact.

 

I’ve seen leaders from law to engineering, software, healthcare, and media cultivate their curiosity — and reap tremendous benefits. The industry and the challenges don’t matter.

 

For many of you, your default response is like mine: When you meet uncertainty, you come up with solutions and try to control outcomes. Even as you drown in emails and jump from back-to-back video calls, you get stuck in the fight to be right. As a result, you’re too busy but not impactful enough. 

 

The truth is that we’re all doing the best with the tools we have. 

 

Your reactions are smart! They have, after all, brought you successfully to this exact moment. 

 

But control and striving don’t work anymore because things are getting worse

 

Leadership is lonely — and the hybrid, post-pandemic world makes this worse. Leaders carry daunting burdens. 

 

  • How do you lead people in a function you’re not an expert in? 
  • How do you shape and shift the culture of your teams? 
  • How can you make progress on problems that are bigger than the areas you control? 

 

And the pace of change is only getting faster.

 

So what can you do?

Start with curiosity. Curiosity helps us understand others. And nothing builds trust faster than seeing people for their strengths. 


Curiosity also helps us bring awareness to our own reactions and lets us shift those. 

 

As psychologist and Holocaust survivor Viktor E. Frankl wrote, “Between stimulus and response there is a space. In that space is our power to choose our response. In our response lies our growth and our freedom.”

 

How do we find that space? What would it be like to meet your challenges with openness and curiosity?

 

Remember my lack of anxiety in California? 

 

When the car didn’t show up, I knew that I would miss my flight. My normal response would have been to be frantic and stressed out. Instead, I stepped into that space and it changed everything. 

 

I surrendered to the moment. I laughed! 

 

Then, I rescheduled my flight, caught a ride with one of my fellow coaches, and ended up spontaneously meeting with one of my best friends in the world that night. 

 

You can step into this space, too. 

 

How do I know? Because it’s a shift that I’m living (and one that I’ve guided hundreds of others through as well).

 

It starts with realizing that leadership (and life!) is not about certainty. 

 

It’s about curiosity. 

 

In 2022, I started an experiment. Could I guide a group of leaders — all from different organizations — on the same kind of journey that I offer in my consulting and one-on-one coaching? 

 

The experiment was a resounding success. We brought leaders from a diverse set of industries together (over Zoom, natch!) once a month to learn together and support each other in tackling their thorniest challenges. 

 

Over our year together, we explored each leader’s strengths and challenges (“When are you at your best? How do our strengths, overused, become liabilities?”)

 

We introduced knowledge and frameworks around curious questions, trust, and working with resistance. 

 

We practiced and learned together. 

 

Last year, I only opened this work up to a small group of clients. This year, I’m committed to offering this program to my whole community. 

Change isn’t easy. The work is yours to do.

 

But if you’re interested, you will find everything you need to fundamentally change the way you lead in this program:

  • Skilled guides.
  • Deep and practical knowledge on how to build trust, get the best from people, and influence others.
  • A safe and confidential space to practice with a community of fellow leaders.

 

Join me and learn to lead without stress and overwhelm. Let go of the way things “should” be and get curious about how they actually are. Learn how to build trust and create deeper relationships with a group of peers. 

 

We’ll share more about the structure of the program on December 8th, but it includes: 

  • Nine hour-long group coaching sessions in 2023. 
  • Practical and rigorous leadership frameworks.
  • Short videos and readings between sessions.
  • Learning pairs to provide ongoing support.
  • Intake and wrap sessions

 

The first step is to sign up for my free Lead Curious Open House

 

At the Open House, we’ll give you a taste of what this work is like so you can decide if you want to join Lead Curious in 2023. 

 

In just sixty minutes, you’ll get a chance to discuss a live work challenge with a peer and learn something about yourself. 

 

Join us on December 8th from 9:00 am – 10:00 am Pacific (12:00 pm – 1:00 pm Eastern). My colleague Renya Larson and I will be running an interactive workshop with Q&A to follow.

 

P.S. I’m only planning on launching this program once per year, so if you’re interested, don’t miss this! Reserve your free spot today!

 

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Moving from expert-driven to curiosity-driven

I almost never teach leaders how to come up with solutions. 

 

That’s because the leaders I work with are all quite skilled at coming up with solutions on their own. They’re technical experts — left-brained people with careers in disciplines like engineering, law, or software. They’re used to putting forward ideas, arguing for them on their technical merits, and then seeing them put into practice. 

 

This is a great approach for a certain kind of problem. The challenge is that, at some point, leaders start working on complex, socio-technical problems, such as changing the way groups collaborate or empowering front-line employees to make judgment calls about what’s most important in their work. These are problems where there isn’t a right answer. 

 

Answers aren’t real! 

 

They’re passé. 

 

They sit in email attachments, spreadsheets, or memos that make a case but don’t necessarily promote the changes needed to solve complex problems. 

 

Answers only become real when people act on them. That action is what creates possibility, and you don’t get possibility without bringing people along on your journey. 

 

For many senior leaders, it can be daunting to work on complex problems. Throughout their career, they have spent much of their time coming up with answers (and being rewarded and promoted for doing so). 

 

Traditional views of leadership posit that leaders know the answer, and their job is to tell subordinates what to do. That approach works in contexts where we’re trying to refine existing practices or exploit existing capabilities, but our most important and high-stakes problems require a fundamentally different stance than simple ones. Instead of coming up with the answer, leaders need to make space for creative disagreement, experimentation, learning, and thinking. 

 

Curiosity helps us explore ideas with others. It helps us understand their perspectives (especially when those perspectives differ from ours). And it helps us enter a relationship of mutuality and co-creation, one where we are standing shoulder-to-shoulder with others, influencing and being influenced, in pursuit of a greater collective objective.

 

A lot of my work revolves around curiosity: how I can use it myself and how I can support my clients to reach for their Swiss Army knife of questions when it might be useful. 

 

If you’re used to whacking problems with your solutions hammer, you might be skeptical. At best, the solutions hammer gets you compliance. Curiosity, on the other hand, gets you co-creation. 

 

Curiosity is simple — but it’s not easy. Even the most effective executives I work with — whether through one-on-one coaching, consulting, or my group coaching program, Lead Curious — make practicing curiosity a priority for themselves and their teams. 

 

That’s because they see practice and experimentation as central to solving their organization’s most important problems. 

 

Are you curious about what curiosity practice looks like? 

 

Join me for my free Lead Curious Open House. 

 

It’s on December 8th from 9:00-10:00 AM Pacific Time (12:00-1:00 PM Eastern US Time). 

 

You’ll get specific tools, practice with a group of peers, and tangible takeaways to help you make curiosity central to your approach to leadership.

 

Spots are limited (and I typically only run these events once a year) so reserve your spot today!

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Can listening help your boss win? 

“Chris, I want you to make this your highest priority!” 

 

My boss was pretty excitable, so I was no stranger to being yelled at across the trading desk. Still, this struck me as a particular gem of absurdity. 

 

“Sounds good, Dave. But… [out came the project management spreadsheet] what about all of these other projects that you’ve also told me are my highest priority?” 

 

I didn’t want to disappoint my boss—but I also didn’t see how all of these “highest priorities,” including some projects I was particularly excited to move forward, came together.

 

It was frustrating to feel like I was always being pulled in a new direction, and I didn’t know how to work with my boss. 

 

I didn’t have the secret question then. 

 

It’s a question so powerful that many of my clients have used it to build trust with their bosses, work on what they’re most excited about, succeed with high-profile projects, and get promoted. 

 

What are your objectives?

 

(Which is just a fancy way of asking “why?”)

 

Why does this question work? 

 

It’s because our bosses are people too (something that we often forget!). 

 

They have desires, they have beliefs. 

 

They have mandates from their bosses and needs like ego, gratification, and promotion that they need to meet. 

 

They have their own strengths and weaknesses, their own blind spots. 

 

Bosses are just like us in many ways. 🙂 

 

So, when you see a vexing problem, particularly one that stretches beyond your ambit—like poor collaboration with a remote team or tools that don’t work very well—take a moment before you start fantasizing about how you would engineer a solution.

 

I see folks get stuck and frustrated at this moment because their boss doesn’t support the change. That makes sense! You see a clear problem. “If only they got it! I could solve this problem.”

 

But your boss may not actually care about the problem. 

 

Bosses like to solve their problems, not your problems. 

 

The first thing you need to do is uncover what your boss cares about.  

 

The good news is that we can take steps to make these shifts. 

 

So how do you figure out what your boss wants? 

 

You use curiosity and listening to find out what’s important to them, to explore their motivations and what they’re trying to do. 

 

Ask questions!

  • What’s the most important thing you’re working on right now? 
  • What are your top priorities this quarter? 
  • What are you hoping to get from this project/the projects that are on our plate as a team? 

 

Start a conversation. Listen. Empathize. Reflect back. 

 

You need to understand their perspective before you can move your ideas forward (even if your ideas are, and I say this objectively, obviously brilliant). 

 

Move toward what negotiator Chris Voss calls the “That’s right” moment. You know that you’ve nailed it when your listening and reflecting creates an opening for your boss to affirm what you’ve said: “Yes, that’s right! That’s exactly why this is important.” 

 

Let’s imagine that you’re an operations manager for an industrial plant; your boss, Sandy, is the plant manager. You’ve scheduled thirty minutes for a 1:1 with them and you want to talk about how you could solve some of the challenges you’ve been seeing with the purchasing group—which is a corporate function. 

 

The typical approach would be to start the meeting by advocating for the solution you see. “We need to change how purchasing works. Here’s why.” 

 

But that’s rooted in your perspective. 

 

Instead, you want to get to Voss’s “That’s right” moment by creating common ground before you try to move things forward.

 

So how do you do this?

 

You can still start by bringing your own ideas—but marry them with curious questions. 

 

You: Sandy, I’ve been thinking a lot about how we collaborate with the purchasing team and how it could be improved. But before I go into that, I was wondering: can you share the most important things you’re working on right now? 

 

Sandy: Well, a lot of folks have been retiring or leaving for competitors and, in this climate, it’s hard to hire. We’re also not immune to “quiet quitting.” 

 

Mirror and paraphrase, but stay curious: 

 

You: I see that your most important focus right now is retention and hiring. Is that right?

 

Sandy: That’s right. I’m looking at training, our wages, our hiring process—our talent strategy across the board. 

 

Deepen your understanding by asking why

 

You: Got it. Why is that so important right now? What are your objectives with this effort? 

 

Sandy: Sure. With the turnover and outages, we’re struggling to run at capacity because we don’t always have the people we need. 

 

Restate the why and get confirmation.

 

You: Ah, so the underlying challenge that you’re trying to address is our ability to run at capacity. Is that right? 

 

Sandy: That’s right! 

 

(It doesn’t actually matter if you’re right. If you get a “That’s right,” you’ve gotten confirmation that you’re on the right track. If your boss corrects you—“Actually, that’s not the reason. What’s most important is…”—well, now you’re on the right track.)

 

Only then move on to your issue. 

 

You: Ok, that makes sense. And that’s actually how I’ve been thinking about how we work with purchasing. There’s two challenges that I see that might be relevant here. 

 

Purchasing is (quite rightly so) obsessed with controlling costs. 

 

But, since they’re so focused on just-in-time, our people don’t always have the right tools or parts—which is demoralizing and disengaging. It makes us look kind of dumb—we’ve tasked someone with a job that we know they can’t complete. And, perhaps most importantly, it means that critical repairs are sometimes delayed and we lose capacity. 

 

I’d like to see if I can craft a new way to work with purchasing. Is it OK if I write you a quick summary and run it by you for feedback before I get started? 

 

They may still say no to your idea. But even if your project doesn’t move forward, you will understand your boss more. That’s a huge win. 

 

This approach marries intentional listening with a set of specific skills (open-ended questions and mirroring). It is simple, but it’s not easy. 

 

Listening is an intention, but it’s also a skill we can practice.

 

If you’re curious how I approach it, click here to be the first to get the details about the free Lead Curious Open House I’m running in December.

 

It’s an interactive workshop where you’ll get specific tools and practice with peers to make curiosity central to your approach to working with others — your boss included.

 

Click here and be the first to get the details when we firm everything up!



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How do you get things done when you’re not in charge?

How often do you feel powerless at work? Like you’re being asked to do something that you can’t actually accomplish given your position and the rules around how your organization works.


If you’re like many of the leaders I work with, you’re often accountable for creating results beyond what’s under your direct control. And you’re embedded in a culture that demands answers to complex problems, like, yesterday.


That’s a paradox because having answers doesn’t actually help you influence others. In many cases, showing up with an answer actually creates resistance.


I run a monthly coaching group called Lead Curious that works with this challenge. Why is it called Lead Curious? Because the most effective way to expand your influence is by asking curious questions.


It seems counterintuitive, but it’s the secret weapon at the heart of my work with leaders of the world’s biggest and most interesting organizations.


If you’re trying to influence someone, you have to start by understanding what they care about. If you’re asking someone to do something for you, or give up something that they value, you need to build trust so that you are on the same team.


How can you do that?


Share your agenda… but start with theirs.


You have an agenda. Share it, but don’t hold it tightly.


“You probably know that I’ve been asked to support better collaboration across our teams, but before we get to that, I’d like to understand a little bit more about what’s up for you. What are the most important things you’re working on right now?”


Acknowledge challenges without offering solutions.


Many cultures don’t support this behavior, but it’s so important. You can even acknowledge those norms as you seek support:


“I know we love solutions. I wish I had a solution for this, but I feel stuck. What do you think are some of the barriers to collaborating?”


Name things, particularly feelings (and be curious about how those feelings land with others).


This one is my favorite because it is so simple. Sometimes simply saying things out loud helps us shift the conversation. For example, if you’re working with another team that appears to agree about an issue in principle but drags its feet on implementation, you can name that:


“We’ve all said that we agree that more collaboration is better, but I’m worried we’re not taking meaningful steps to resolve this situation. Do you all share that worry?”


It can be hard to be the first person to show vulnerability in a work culture that still considers it a weakness, but it’s disarming, and it builds trust—quickly.


When you can let go of showing up with the right answer, you can start to grow your influence and co-create solutions to complex challenges faster. You’ll learn that you have more power than you think you do.


There’s no trick to these approaches—but that doesn’t make them easy. They require practice and the willingness to experiment. So forward this to an interested colleague, find a good coach, and start practicing.


And if you’re interested in practicing these approaches with fellow leaders, the next session of Lead Curious will launch in late 2022. Stay tuned here.

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