Category Archives: Leadership

How Bill Gates and Jeff Bezos Learn About Customer Experience

When the CEO Picks Up the Phone

How Bill Gates and Jeff Bezos Learn About Customer Experience

GUEST POST from Shep Hyken

Jeff Bezos, the former CEO of Amazon, shared a fascinating leadership story on the Lex Fridman Podcast about how he wanted to ensure his customers received the best customer experience (CX). In Amazon’s early days, Bezos noticed a discrepancy between the “wait times” the customer support department was reporting and the feedback customers shared. The support team reported wait times of less than 60 seconds, but customers told a different story. Instead of asking for more data, Bezos took matters into his own hands. He picked up the phone during a meeting with the leadership team and called Amazon’s customer service number himself.

The result was a ten-minute wait!

That one phone call did more than just expose a problem. It demonstrated the kind of leadership that sets the tone for others to follow. When the CEO is willing to experience what customers experience, it sends a clear message: customer service and CX are more than a department or a strategy. They are everyone’s responsibility.

Frontline Experience

When Leaders Get Out of Their Offices

This story illustrates the importance of leaders getting out of their offices and experiencing what’s happening in the field or on the front line. Reading reports and analyzing data are part of the job, but when it comes to customer experience, nothing beats getting firsthand information.

Bezos, in effect, mystery shopped his company, pretending to be a customer. What he was really doing was trying to get to the truth. Sometimes the truth can be experienced directly, or it can be observed.

For example, as I wrote about in my book I’ll Be Back: How to Get Customers To Come Back Again and Again, Bill Gates, the founder of Microsoft, visited the company’s product support center and talked to customers. He sat down at a desk in a cubicle, put on a headset, picked up the phone and said, “Hello, this is Microsoft Product Support, William speaking. How can I help you?”

The beauty of these simple strategies, which provide firsthand information about what customers are experiencing, what they’re asking or what they’re complaining about, is that, for the cost of a little time and effort, they’re incredibly revealing. You don’t need surveys. You need to be willing to see your company through your customers’ eyes.

One other thought about what Bezos and Gates did. They didn’t keep their efforts a secret. When your team sees you personally calling your company or taking customer support calls, they understand that customer service and CX are a priority that starts at the top.

So, take a page from the Jeff Bezos and Bill Gates playbooks. Pick up the phone. Visit a store. Experience your website. Spend time on the front line. Experience and learn about your business as your customer would. You might be surprised by what you discover, and your customers are sure to appreciate the changes that follow.

Image credits: Unsplash

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Do You Have What It Takes to be a Visionary?

Do You Have What it Takes to be a Visionary?

Exclusive Interview with Mark C. Winters

Visionaries are often celebrated for their ideas, their intensity, and their ability to see what others can’t. But what’s far less understood — and far more consequential — is how Visionaries actually win over time. Not just by dreaming bigger futures, but by building the clarity, structure, and self-awareness required to make those futures real without burning themselves or their organizations to the ground.

In this wide-ranging interview, we explore what it truly means to be a Visionary inside a growing organization. From the essential partnership between Visionary and Integrator, to the hidden blind spots that slow progress, to the role of health, self-knowledge, and what “winning” really looks like, this conversation goes well beyond mythology. It offers a grounded, experience-tested look at how Visionaries can amplify their impact, reduce chaos, and create the kind of freedom they were chasing in the first place.

Today we dive deep into the characteristics and interactions of the Visionary with our special guest.

From Vision to Reality: What It Really Takes to Lead What’s Next

Mark C. WintersMark C. Winters is an entrepreneurial leader with 30-plus years building and advising companies, from startups sketched on a napkin to global enterprises like Proctor & Gamble and BP.

This range of experience helps him spot patterns fast and apply what works to almost any business scenario. Author of Visionary, co-author of Rocket Fuel, founder of Rocket Fuel University, and host of the Rocket Fuel podcast, Mark helps visionary entrepreneurs get unstuck and expand their unique freedom — exponentially.

He’s delivered 1,000+ full-day EOS® workshops with clients from around the world.

Below is the text of my interview with Mark and a preview of the kinds of insights you’ll find in Visionary: How Driven Entrepreneurs Get What They Want Without Doing It All Themselves presented in a Q&A format:

1. What is a Visionary and why does every successful organization have one?

A Visionary is the person who sees the future before it arrives. Endless ideas to help us get there. Big external relationships.

They live in the world of possibility. They connect dots others don’t yet see. They define where the organization is going and why that matters.

Every ambitious organization has one, whether they acknowledge it or not. Progress doesn’t come from squeezing more out of what we have… It comes from seeing a future that doesn’t yet exist. Absent a Visionary, organizations tend to stay pretty much where they are. Maybe they do more of the same. Or maybe they do the same stuff a little better. But they’re unlikely to actually change the game.

That said, here are two important notes:

  1. Every organization doesn’t require the same amount of Visionary. There’s actually a range that we call the “visionary spectrum.” It needs to be a match.
  2. Visionaries don’t win by themselves. Vision alone, without execution, is merely hallucination. And that’s quite often the biggest challenge.

2. How does the Visionary differ from the Integrator and why do you need both?

The Visionary sees the future. They “make it up.”
The Integrator “makes it real.”

Visionaries think in leaps. Integrators think in projects, processes, and systems. Visionaries are energized by what could be. Integrators are energized by what must get done.

You need both because they solve different problems. Visionaries break through ceilings. Integrators remove friction and create traction. When they’re aligned, you get clarity, momentum, and leverage. When they’re not, you get chaos, burnout, and frustration.

This is an intentional pairing of two very different capability sets. When surrounded by the right structure (which we call the 5 Rules), the friction of these polar differences gets blended into a powerful positive force. Thus the name of our first book, ROCKET FUEL (with Gino Wickman).

3. What are the key elements of the Entrepreneurial Operating System (EOS) that make it so powerful?

EOS works because it does three things exceptionally well:

  1. It creates clarity and focus: vision, priorities, roles, and expectations are no longer fuzzy.
  2. It instills discipline: weekly pulses, data, and accountability replace good intentions.
  3. It strengthens the leadership team. They get healthy. Important issues get surfaced and solved – instead of avoided.

For Visionaries, a “business operating system” such as EOS is powerful because it aligns the energy of all the people in the organization. It’s very powerful when all those arrows are pointed in the same direction.

4. Why is it so important for a Visionary to understand themselves — and what are they trying to understand?

Because “Knowing Thyself” is the big multiplier.

It all starts with figuring out who you are now, and where you want to go.

From there, you must understand how this business is going to help you make that happen.

And then become aware of how your behavior is either helping or hurting that process.

Visionaries don’t need to become different people. They need to become clearer versions of who they already are.

They’re trying to understand:

  • What truly energizes them
  • What drains them
  • Where they create the most value
  • Where they unintentionally cause damage

Without that clarity, Visionaries tend to overstep, under-delegate, or send mixed signals. With it, they make better decisions, build better teams, and experience more freedom.

5. Why is the crashing together of the wellness and biohacking trends so important for entrepreneurs?

Because Visionaries are high-output humans running long races. This demands that you maintain “Warrior Shape.”

You can’t separate performance from health anymore. Energy, focus, emotional regulation, and recovery all directly impact leadership effectiveness.

The danger is chasing hacks instead of fundamentals. Biohacking without the proper foundation can become another form of self-sabotage.

Elite performance starts with basics: sleep/recovery, fitness/movement, nutrition, and boundaries. Get those right first. Then optimize from there.

6. What are some of the most common blind spots for visionaries?

Visionary book coverA few show up again and again:

  • Thinking out loud without context
  • Changing direction too quickly (or too often)
  • Holding onto too much for too long (becoming the bottleneck)
  • Confusing passion with priority
  • Underestimating the impact of their words

These blind spots don’t come from ego or bad intent. They come from the very natural instincts and habits of people who are wired as Visionaries. However, left unchecked, they slow everything down. In turn, slowing the Visionary themselves from getting what they want.

7. Tell us more about Intrinsic Genius and why it matters.

Intrinsic Genius lives at the intersection of three things:

  • Competence – what you’re naturally good at
  • Joy – what energizes you most
  • Drive – the purpose and cause that propel you forward

When Visionaries operate inside that zone, their impact compounds. When they drift outside it, everything feels heavier than it should.

Understanding Intrinsic Genius isn’t about self-indulgence. It’s about tapping fully into the unique contribution you were built to make. And your maximum impact.

Intrinsic Genius

8. Are all Visionaries the same?

Not even close.

I talked earlier about the Visionary Spectrum. And that’s one way to think about it – as a defined function of the business that requires a certain set of capabilities.

While the Visionary patterns are similar, they certainly show up in different ways. Some are bold and extroverted. Others are quiet and introverted. Some thrive on disruption. Others on pulling things together. What they share isn’t style, it’s their orientation toward the possible future.

9. Besides partnering with an Integrator, what other roles should surround a Visionary?

Visionaries need what I call a “shield wall” to surround them. Protecting them from dangerous external threats, and preparing them to engage the world from their most powerful base.

A great shield wall is made up of 7 unique “posts” that support the Visionary by providing 7 special “forces.”

That includes:

  • Truth-tellers who challenge their thinking
  • Operators who translate ideas into action
  • Coaches who help them see patterns
  • Peers who can relate to the journey

Isolation is a common feeling for a Visionary. Having the right people around them can stabilize and amplify their signal.

10. People lionize Visionaries like Steve Jobs. How do Visionaries go off-track?

Usually in three ways:

  1. They start believing their own mythology
  2. They confuse intensity with effectiveness
  3. They stop listening

Visionaries go off-track when their strengths run unchecked. Greatness isn’t about being right more often. (In fact, intellectual humility is a healthy attribute.) Instead, it’s about building structure that creates clarity, alignment, and focus in everyone else, while you pursue what’s possible.

11. What is Visionary Chaos and how is it avoided?

Visionary chaos is what happens when ideas outpace clarity, alignment, and execution. They flood the system. They tamper.

It shows up as initiative overload, organizational whiplash, confused priorities, exhausted teams, uncertainty, and slow execution.

It’s avoided through structure, cadence, and restraint. Not by silencing the Visionary, but by sequencing their best ideas. Go slow to go fast.

12. Why is it dangerous for leaders to think out loud?

Because Visionaries don’t always realize how loud their voice is to the people around them .

What feels like a passing thought to a Visionary often feels like a directive to those who hear it. Thinking out loud creates false urgency, unnecessary work, and more whiplash.

This can be avoided by creating safe places to think out loud – where everyone present knows that’s what’s happening… and label the brainstorming. “No Action Needed.”

13. Is there a question you wish I had asked?

Yes.

How does a Visionary know if they’re actually winning?

In my experience, this question is not just about financial numbers, but about your Unique Freedom. Your definition of that is different than mine, is different than theirs, and is different than every other Visionary’s. It’s truly unique to you. So you must first solve for that. This is why I created the Exponential Freedom Model, and the 9 Domains of Freedom.

Clarify the future you want. Draw a line back to the present. Then focus on the near-term activities (and habits) that will increase the probability of making that future real.

“Clarity. Focus. Freedom.”
It’s that simple – just not easy.

To experience more of the Unique Freedom you seek, without being trapped by the business you built. That’s the real promise of becoming a great Visionary.

Conclusion

Thank you for the great conversation Mark!

I hope everyone has enjoyed this peek into the mind of the man behind the insightful new title Visionary: How Driven Entrepreneurs Get What They Want Without Doing It All Themselves!

Image credits: Mark C. Winters, ChatGPT

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Building Trust as a New Leader

Building Trust as a New Leader

GUEST POST from David Burkus

Most new leaders know they need to build trust with their team. But here’s where it gets tricky: what if it’s not your team — at least, not yet?

Imagine stepping into a leadership role where you didn’t get to pick the team. Maybe you were hired from outside the organization. Maybe you were promoted from another department. Either way, you’re the new leader, and the team you’re inheriting doesn’t know you yet. You don’t know if they’ve been burned before by a previous boss. You don’t know what scars or successes they carry. What you do know is that you need to build trust — and fast.

This is where most new leaders stumble. They try to shortcut the process. They launch a flurry of team-building exercises. They host lunches. They schedule marathon one-on-one meetings. These efforts come from a good place, but they often miss the mark. Because trust isn’t actually built. Trust isn’t even earned. Trust is reciprocated.

And if you’re serious about developing trust with a new team, you need to understand how that trust loop really works — and how to keep it moving forward.

Why Traditional Trust-Building Strategies Fall Short

When stepping into a new leadership role, it’s tempting to think that trust builds linearly — more lunches, more meetings, more smiles equals more trust. But that’s not how trust actually grows.

Trust moves in a loop, not a line. It starts with a small trust connection — maybe a conversation over coffee — and invites a tiny leap of faith from your team. Someone shares a new idea or dares to give you honest feedback. If you respond with respect — if you listen, appreciate, and show genuine curiosity — you complete the loop. You signal: It’s safe to trust me.

That small leap leads to slightly bigger risks. More candid conversations. More creative ideas. More vulnerability across the board. If you keep meeting those risks with respect, the trust loop keeps spinning faster and stronger. But if you miss those moments — or worse, get defensive — you stop the loop cold.

For a new leader, mastering this trust loop is everything.

Trust Loop

How a New Leader Can Truly Build Trust

Building trust with a team you didn’t pick requires deliberate, daily actions. Here are four research-backed strategies to get the trust loop turning — and keep it spinning.

1. Signal Vulnerability Early

Everyone already knows you’re new. They know you don’t have all the answers yet. Pretending otherwise just makes you seem insecure or out of touch. Instead, lean into your newness.

Say things like, “I’m still learning how this team works.” Then prove it by listening. Create a space where people feel safe to teach you. This early show of vulnerability sparks empathy — and empathy is the gateway to trust.

When a new leader admits they don’t have it all figured out, it invites others to open up, too. It shows that you’re not just here to impose your will — you’re here to learn and lead together.

2. Share Information Transparently

Eventually, as the new leader, you will need to drive change. That’s probably part of why you were brought in. But when you do, don’t operate behind closed doors.

Instead, treat your team like insiders. Pull back the curtain. Share early information about strategy shifts or organizational changes. Say things like, “This isn’t finalized yet, but here’s what I’m hearing and thinking — and I’d love your perspective.

Transparency builds belonging. It signals, I trust you with this information. And when people feel trusted, they’re much more likely to trust you in return.

3. Respond to Vulnerability with Respect

When your team members finally take a risk — whether it’s sharing a frustration, giving you feedback, or floating a bold idea — recognize it for what it is: a test.

They’re not trying to undermine you. They’re trying to see if you’re the real deal.

Your job isn’t to defend your decisions or your leadership history. It’s to listen. Ask clarifying questions. Thank them for being honest. Engage with their ideas sincerely — even if you don’t ultimately agree.

The way you respond to those early leaps of faith will define whether the trust loop accelerates — or seizes up.

4. Amplify Unheard Voices

One of the easiest ways to build trust with a new team is to ensure every voice is heard, especially the quieter ones. When historically quiet team members finally speak up, make it clear their input matters. Amplify their ideas in meetings. Circle back to them in discussions. Let the entire team see that contributions aren’t just tolerated — they’re valued. Without open communication, hierarchy and politics creep in fast. By contrast, when people feel heard and respected, they lean in with greater commitment and creativity.

Trust First, Change Second

Inheriting a team is tough. You’re stepping into a culture you didn’t create, with dynamics you don’t fully understand yet. And because you’re the new leader, it’s tempting to rush into action — prove yourself, make changes, shake things up. Resist that temptation.

The real work of a new leader is not about being liked. It’s about being vulnerable. Encouraging interpersonal risks. Meeting those risks with deep respect. That’s how you build trust. That’s how you turn a group of individuals into a committed team.

Because at the end of the day, you don’t want a compliant team that simply does what they’re told. You want a committed team that’s ready to go above and beyond — and commitment always starts with trust.

Image credit: Pixabay

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Tackle Your Toughest Challenge This Year

Tackle Your Toughest Challenge This Year

GUEST POST from Geoffrey A. Moore

This is the first in what I hope to be an extended series of blogs focused on a single topic: What is the toughest challenge your company faces today, and what would it take to overcome it? I’ve reached out to my network, so I have a few good ones to start with, but needless to say, I would be very interested to learn what you are up against in your enterprise. In the meantime, here is my first shot on goal:

“I think we had stopped innovating for a long time. Customers were disappointed. But over the past few years, we have made massive improvements to our products. In fact, many who use the products feel like they are best in class. Our big challenge is getting the market to recognize that we are not the company we were a decade ago. This tends to be very easy to accomplish in small pockets but is a huge challenge at scale.”

There is a whole cohort of global enterprises that are facing this conundrum, including the iconic enterprise tech companies that rode the client-server/Internet wave to become the great growth stocks of the 1990s, who then became overshadowed by the massive mobile/cloud wave that has driven consumer tech successes in this century, and who are now institutional, single-digit-growth anchor holdings in today’s value investors’ portfolios. What would it take to free their future from the pull of the past?

The answer comes in two parts. First, they have to participate in a wave of disruptive innovation that is inside the tornado, with AI and ML being likely current candidates. They don’t have to be the first mover or even the category leader, but they do have to gain a substantial share of some piece of the pie, enough for the world to see they are a real player and that their growth prospects have therefore materially changed. This is something that can — indeed must — be powered by internal forces, management committing to the risk, engineering committing to the task, go-to-market committing to the sales, and everyone competing like crazy to get enough share to be taken seriously.

This is a big deal in itself, but not as the quote above makes clear, the toughest challenge. Instead, it creates the toughest challenge, which is how to get the world to acknowledge and buy into the good work that has been done and that is continuing to be done. Specifically, the challenge is how to change the narrative.

Narratives are how we make sense of the world. They are the stories we tell about ourselves, our friends, our enemies, the products we use, the causes we participate in — you name it, if we have any stake in it, we tell stories about it. These stories circulate, and after a while, they become institutionalized as received wisdom or established reputation or brand image. As with “your father’s Oldsmobile,” everybody knows that so-and-so is such-and-such, without anyone giving it much thought. These narratives become signposts along the road of life. We expect them to stay the same. And that, of course, is what makes them so hard to change.

To change the narrative you need a forcing function. This has to be external to your enterprise, something that causes the world to reorient itself, and in so doing, to realize that its old signposts may no longer serve. In tech, we have been blessed with a plethora of forcing functions, something Joseph Schumpeter taught us to call “waves of creative destruction.” Such waves radically alter the allocation of budgets, and in so doing, they run roughshod over the old highways along with any of their signposts. To change your narrative, you have to position your enterprise in their path.

Satya Nadella’s “Cloud first, Mobile first” is a good example. Cloud threatened to creatively destroy Microsoft’s back office franchise, and mobile threatened to do the same to its PC operating system monopoly. Both were forcing functions. Now, it turns out that mobile did not work out for them, but cloud surely did. The point is, Satya’s tagline redefined Microsoft’s position, putting it in line for a whole new generation of investment. AMD is doing the same thing with AI chips, following Nvidia’s lead, just as Microsoft was following Amazon Web Services. Iconic companies do not have to lead the next wave. Nobody expects that, although Apple astoundingly did so not once, not twice, but three times within a space of little more than a decade. But because iconic enterprises have global footprints, because they are well positioned to capitalize on the new wave of change, they get the benefit of the doubt once they have demonstrated they can deliver products or services that make the grade.

That phrase “Satya’s tagline” leads me to my last point. You would think that changing the corporate narrative should be the function of corporate marketing, but it never is. First of all, it is unpopular, and marketing teams, aligned as they are with sales teams, are reluctant to do anything that would offend. Second, marketing does not have the clout. It wasn’t the tagline that anchored Microsoft’s change. It was the CEO himself, with the backing of the board.

And buried therein lies the third challenge — changing the narrative is deeply unpopular with value investors, particularly when it entails internal investments that impact earnings per share. It is not easy for a board of directors, who are continually reminded they are there to represent the interests of the shareholders, and the CEO, who is highly compensated to manage for shareholder value, to take a step back and do what they believe is the right thing for the long term.

Beneath a change in any corporate narrative, therefore, there is an underlying meta-narrative about the role of enterprise in relation to all its stakeholders. This includes its customers, partners, employees, and communities, as well as its investors. In that context, customers are family — they have skin in your game and are likely to stick with you through thick and thin. Investors, by contrast, do not. Your company is a financial instrument in their portfolio, and should it cease to perform the financial role they have in mind for it, they have no reason to hold onto it. You still need to take their interests seriously — they are your financial foundation — but they are not your reason for being. Customers are. So should you undertake to change your narrative, focus on why your customers need you to do so. They are your North Star.

That’s what I think. What do you think?

Image Credit: Pixabay

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What to Do When Your Plans Are Already Obsolete

HINT: It has something to do with strategy execution

What to Do When Your Plans Are Already Obsolete

GUEST POST from Robyn Bolton

We are three full weeks into the new year and I am curious, how is the strategy and operating plan you spent all Q3 and Q4 working on progressing? You nailed it, right? Everything is just as you expected and things are moving forward just as you planned.

I didn’t think so.

So, like many others, you feel tempted to double down on what worked before or  chase every opportunity with the hope that it will “future-proof” your business.

Stop.

Remember the Cheshire Cat, “If you don’t know where you’re going, any road will get you there.”

You DO know where you’re going because your goals didn’t change. You still need to grow revenue and cut costs with fewer resources than last year.

The map changed.  So you need to find a new road.

You’re not going to find it by looking at old playbooks or by following every path available.

You will find it by following these three steps (and don’t require months or millions to complete).

Return to First Principles

When old maps fail and new roads are uncertain, the most successful leaders return to first principles, the fundamental, irreducible truths of a subject:

  1. Organizations are systems
  2. Systems seek equilibrium and resist change when elements are misaligned
  3. People in the system do what the system allows, models, and rewards

Returning to these principles is the root of success because it forces you to pause and ask the right questions before (re)acting.

Ask Questions to Find the Root Cause

Based on the first principles, think of your organization as a lock. All the tumblers need to align to unlock the organization’s potential to get to where you need to go.  When the tumblers don’t align, you stay stuck in the dying status quo.

Every organization has three tumblers – Architecture (how you’re organized), Behavior (what leaders actually do), and Culture (what gets rewarded) – that must align to develop and execute a strategy in an environment of uncertainty and constant change.

But ensuring that you’ve aligned all three tumblers, and not just one or two, requires asking questions to get to the root cause of the challenges.

Is your leadership team struggling to align on a decision because they don’t have enough data or can’t agree on what it means? The Behavior and Culture tumblers are misaligned with the structure and incentives of Architecture

Are people resisting the new AI tools you rolled out?  Architectural incentives and metrics, and leadership communications and behaviors are preventing buy-in.

Struggling to squeeze growth out of a stagnant business?  Structures and systems combined with organization culture are reinforcing safety and a fixed mindset rather than encouraging curiosity and learning.

Align the Tumblers

When you diagnose the root causes you find the misaligned tumbler. And, in the process of bringing it into alignment, it will likely pull the others in, too.

By role modeling leadership behaviors that encourage transparent communication (no hiding behind buzzwords), quantifying confidence, and smart risk taking, you’ll also influence culture and may reveal a needed change in Architecture.

Modifying the metrics and rewards in Architecture and making sure that your communications and behavior encourage buy-in to new AI tools, will start to establish an AI-friendly culture.

Overhauling Architecture to encourage and reward actions that expand that stagnant business into new markets or brings new solutions to your existing customers, will build new leadership Behaviors will drive culture change.

Get to your Goals

It’s a VUCA/BANI world AND It’s only going to accelerate. That means that the strategy you developed last quarter and the operational plans you set last month will be obsolete by the end of the week.

But the strategy and the plan were never the goal. They were the road you planned based on the map you had.  When the map changes, the road does, too. But you can still get to the goal if you’re willing to fiddle with a lock.

Image credit: Pixabay

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You Cannot Be Too Busy to Prioritize

You Cannot Be Too Busy to Prioritize

GUEST POST from Stefan Lindegaard

Most teams I meet are swamped. Everyone is busy. Prioritization becomes a task on its own – or a quick fix to sort the chaos.

But here is the trap:

Prioritization often defaults to short-term execution.

We solve what is urgent.

We push what is noisy.

We clear the decks – but rarely step back.

What gets left behind?

  • Long-term initiatives
  • Capability-building
  • Strategic reflection
  • Learning, networking, and future growth

All of it gets labelled “nice to have.”

And that is where performance erodes over time.

High-performance leadership means protecting what matters – even when it is not urgent.

It is not just about doing things right. It is about making space for the things that keep you moving in the right direction.

So next time someone says, “We are too busy to focus on this right now” …

Ask: What will it cost us later if we do not?

Image Credit: Stefan Lindegaard

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Four Ways to Manage Projects

Four Ways to Manage Projects

GUEST POST from Mike Shipulski

There are four ways to run projects.

One – 80% Right, 100% Done, 100% On Time, 100% On Budget

  • Fix time
  • Fix resources
  • Flex scope and certainty

Set a tight timeline and use the people and budget you have. You’ll be done on time, but you must accept a reduced scope (fewer bells and whistles) and less certainty of how the product/service will perform and how well it will be received by customers. This is a good way to go when you’re starting a new adventure or investigating new space.

Two – 100% Right, 100% Done, 0% On Time, 0% On Budget

  • Fix resources
  • Fix scope and certainty
  • Flex time

Use the team and budget you have and tightly define the scope (features) and define the level of certainty required by your customers. Because you can’t predict when the project will be done, you’ll be late and over budget, but your offering will be right and customers will like it. Use this method when your brand is known for predictability and stability. But, be weary of business implications of being late to market.

Three – 100% Right, 100% Done, 100% On Time, 0% On Budget

  • Fix scope and certainty
  • Fix time
  • Flex resources

Tightly define the scope and level of certainty. Your customers will get what they expect and they’ll get it on time. However, this method will be costly. If you hire contract resources, they will be expensive. And if you use internal resources, you’ll have to stop one project to start this one. The benefits from the stopped project won’t be realized and will increase the effective cost to the company. And even though time is fixed, this approach will likely be late. It will take longer than planned to move resources from one project to another and will take longer than planned to hire contract resources and get them up and running. Use this method if you’ve already established good working relationships with contract resources. Avoid this method if you have difficulty stopping existing projects to start new ones.

Four – Not Right, Not Done, Not On Time, Not On Budget

  • Fix time
  • Fix resources
  • Fix scope and certainty

Though almost every project plan is based on this approach, it never works. Sure, it would be great if it worked, but it doesn’t, it hasn’t and it won’t. There’s not enough time to do the right work, not enough money to get the work done on time and no one is willing to flex on scope and certainty. Everyone knows it won’t work and we do it anyway. The result – a stressful project that doesn’t deliver and no one feels good about.

Image credit: Pexels

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Building Your Dream Organization

Building Your Dream Organization

Exclusive Interview with Oscar Amundsen

Leaders aspire to create a “dream organization” not merely for the sake of prestige or profit, but because they recognize that a deeply aligned, human-centered culture is the ultimate multiplier of potential. In a dream organization, the traditional friction between individual aspiration and corporate objective vanishes, replaced by a shared sense of purpose and psychological safety that allows innovation to flourish naturally. These leaders understand that when employees feel truly seen, valued, and empowered to contribute their best work, the organization becomes antifragile — capable of navigating uncertainty with a level of agility and commitment that cannot be bought or mandated. Ultimately, the quest for a dream organization is an investment in a sustainable future where the workplace acts as a catalyst for both professional excellence and personal fulfillment.

Today we dive deep into what it takes to create a “dream organization” through a dialogue with our special guest.

Helping Leaders Build Their Dream Organization

Oscar AmundsenI recently had the opportunity to interview Oscar Amundsen, a full Professor of Organization Studies at the Norwegian University of Science and Technology.

He has extensive experience in researching various industries and businesses. His work is focused on change and innovation in organizations. This includes related topics such as leadership, culture, trust, motivation, and organizational development. In these fields, he has published numerous books and scientific articles.

Amundsen’s goal is to develop research-based knowledge AND at the same time make the research concrete and accessible. The point is to make the knowledge useful for creating better organizations. Whether the enterprise is in the public, voluntary or private sector.

Below is the text of my interview with Oscar and a preview of the kinds of insights you’ll find in How to Become a Dream Organization: Eight Things Leaders Need to Know to Promote Change and Innovation presented in a Q&A format:

1. What does it take for an organization to break its own practices and develop new ones?

Organizations can be seen as ‘organisms’ that develop habits. And we all know that habits are not easy to break. But organizations can also be seen as ‘tools for achieving goals’. Since the world around the organization changes, the organization itself must also change to remain a suitable tool for the (changed) tasks that need to be solved.
As a leader, you must have the ability to identify the need for change. This means you need to look both ‘outward and inward’: What is required of us in a changing environment? And what does this mean for how we work within this organization?

Many leaders overlook that the latter question requires deep knowledge of what is happening inside the organization. Therefore, you should consult with employees who are close to the core tasks of the organization. You don’t know everything yourself, and you need some knowledge from the ‘foot soldiers’ to make the organization better.

I would also add that ‘breaking away’ is precisely a hallmark of all innovation. If you are going to do things in new ways, you have to break with what is established (in a market, in a practice, etc.). However, all such breaks require a willingness to take risks. You can never know with one hundred percent certainty how it will turn out, even though you should of course avoid taking reckless chances with your business. But you must accept that things can go wrong from time to time in order to achieve something new.

2. What are the keys to promoting the ability to both change and innovate?

This is precisely the question that the book answers. I present a research-based model with eight keys to strengthening the ability for change and innovation. The book is therefore structured around eight chapters, each addressing one of these keys. The point is to show how these eight mechanisms influence the capacity for change and innovation. This knowledge gives you the opportunity to build and develop an organization that not only solves its tasks smarter and better, but also becomes an attractive place to be for both leaders and other employees.

3. Why do people resist sharing new practices?

If you have an organization where people are afraid of making mistakes and trying new things, much will happen in secret. In the book, I write about an employee who comes up with a new and efficient way of working but keeps it hidden from both colleagues and managers because she fears her solution deviates from established procedures. She knows the solution is both sound and sensible. It is only when a researcher visits the organization that she (anonymously) shares her new way of working. Her lack of trust in leadership means that a new practice remains with her, even though it could have spread (and been improved) if it had been openly discussed among employees and managers. This organization misses out on the resource that ordinary employees represent for improving and renewing the business.

4. What are the keys for leaders to manage that determine whether trust or mistrust dominates?

Let me first say that trust is worth its weight in gold in this context. The reason is that trust in an organization is absolutely fundamental to building its ability to innovate. In the book I highlight five aspects that explain why and how trust influences the organization’s ability to change and innovate.

As a leader, you should understand these aspects, because only then can you say something meaningful about the state of trust within the organization.

Practicing trust requires a certain degree of courage. Trusting someone always (in principle) involves some risk: You can never be 100 percent certain that the trust you show will be honored. It may sound strange, but despite this, I recommend a more trust-based leadership approach because it has so many positive effects.

Concretely, you should reflect on the signals you personally send out, but may be even more important: You should examine the control systems used in your organization. Is there more control than necessary in some areas? What is the purpose of that control? Is it to ‘catch’ people making mistakes, or is it to learn from mistakes?

5. Why is autonomy so important to employees?

There is solid research evidence to support the claim that autonomy is, in fact, a fundamental human need (along with mastery and belonging). All people function better when they have some influence over their own situation – of course within the goals and frameworks set by the organization. In the book, I discuss how autonomy strengthens people’s motivation and drive – and (not least) increases their willingness to contribute constructively within an organization. It is well-established knowledge from innovation research that autonomy, within good boundaries, is positive for innovation.

6. Why is it important for organizations to have positive vibes and how is this different from optimism?

How to Become a Dream OrganizationOptimism is good, but it can actually become a ‘straitjacket’. In the book, I illustrate this through a case where I explain the spectacular fall of mobile phone manufacturer Nokia. At the turn of the millennium, they were the world’s largest mobile phone producer. But a culture developed within the company where it was ‘not allowed’ to raise objections or criticize the strategy. Management only wanted to hear good news. The short version of this story is that Nokia was therefore unprepared when the iPhone entered the market, and gradually disappeared until the remnants were bought up some years later.

On the other hand: Having positive feelings toward your own company, is of great value to the organization. This is something completely different from a demand for pure optimism. Research suggests that such positive feelings influence your relationship with colleagues and the organization. The point is that a positive atmosphere makes you more:

  • Helpful: The mechanism is ‘feel good – do good’. Things flow more smoothly, including knowledge sharing.
  • Engaged: You become willing to make sacrifices and go the extra mile.
  • Protective: You ‘speak proudly’ about the company externally and help prevent dangers and trouble.
  • Constructive: You are more likely to come up with constructive suggestions.

The last point directly impacts an organization’s ability to change and innovate, while the first three strengthen that ability indirectly.

7. What do tolerance of failure and diversity look like in practice?

Tolerance for mistakes is essential for achieving innovation. In a ‘zero-error culture,’ you will struggle to innovate simply because people are afraid to experiment, to try and fail. Although mistakes will always happen, it is useful to distinguish between different types of mistakes: What you want to encourage (and have more of) are what can be called ‘intelligent mistakes.’

These are mistakes that occur when you deliberately try something new. The goal is to learn so that you can move forward with what you are trying to develop. Other types of mistakes can be called basic or complex. These are the ones you want as few of as possible, but you cannot say they should never exist. Research shows that if you have zero tolerance for mistakes, they will be hidden, and you lose the opportunity to learn from them.

When it comes to diversity, I write in the book about how different types of perspectives and knowledge are valuable for innovation. I emphasize that leaders should demonstrate a certain level of humility and recognize that they need others’ insights to make good decisions.

8. What is practical anchoring and why is it so important?

Practical anchoring is essentially about involving the right employees in change processes. The point is that you need knowledge of actual practice to carry out sensible change work. People in the organization should see the benefit of the changes you are planning if you want them on board when changes are implemented. This makes sense not only for engagement and motivation but also to ensure you don’t create a less efficient organization with duplicate work and potential obstacles to doing a good job.

9. Why does fear play such a big role in organizations’ ability to change & innovate?

This is a broad topic, which I dedicate an entire chapter to in the book. The short version is that fear leads employees to avoid participating and contributing with their knowledge and experience. We are social beings who generally want to avoid the risk of offering an original contribution or asking a critical or fundamental question if there are potential negative consequences. In the Nokia case, we also see that people became tactical regarding their own career opportunities within the organization: They eventually learned that those who asked critical (but necessary) questions lost opportunities in the company. This caused engineers to drift to the sidelines – even on strategic technical issues.

10. Getting 100% participation is always a good thing, right?

There are many benefits to involving people in both innovation and change efforts. The point is to make the best use of the knowledge resources you have within the organization for the benefit of the organization. In addition, you become a more attractive employer if you allow people to participate in development. Modern employees actually expect to have some influence over their work situation and to use their knowledge in ways that benefit both themselves and the organization.

That said, I still emphasize in the book that there is a balance here: It’s not as if everyone should have an opinion on everything and participate in every possible process. That would only create chaos and overload for people in key roles. In the book, I use the term ‘participation satisfaction’ to describe this. People have different needs for involvement—both personally and, most importantly, based on the role they have. Conclusion: Not “the more participation, the better,” but balanced according to need.

11. Any question I didn’t ask that you want to answer?

Well, you haven’t asked me about the title of the book. I want to underline that “the dream organization” is not meant as a utopic situation. Rather, it’s meant more like a goal image. A goal image for those who want to build and become stronger in change and innovation. So, the book is about improving the organization – and at the same time making it attractive to be a part of – as a leader and as an employee.

So, the title of the book is an invitation to raise your gaze a little and ask something like: “What steps could I take to build a better organization? How can I develop a workplace where people like to work – and where change and innovation are a natural part of working?” That’s the kind of organization I want to help make reality with this book.

Thank you for taking the time for me and my book!

Conclusion

Thank you for the great conversation Oscar!

I hope everyone has enjoyed this peek into the mind of the man behind the insightful new title How to Become a Dream Organization: Eight Things Leaders Need to Know to Promote Change and Innovation!

Image credits: Oscar Amundsen, Anne Line Bakken, ChatGPT

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Asking for the Right Work Product is Key

Asking for the Right Work Product is Key

GUEST POST from Mike Shipulski

We think we have more control than we really have. We imagine an idealized future state and try desperately to push the organization in the direction of our imagination. Add emotional energy, define a rational approach, provide the supporting rationale and everyone will see the light. Pure hubris.

What if we took a different approach? What if we believed people want to do the right thing but there’s something in the way? What if like a log jam in a fast-moving river, we remove the one log blocking them all? What if like a river there’s a fast-moving current of company culture that wants to push through the emotional log jam that is the status quo? What if it’s not a log at all but, rather, a Peter Principled executive that’s threatened by the very thing that will save the company?

The Peter Principled executive is a tough nut to crack. Deeply entrenched in the powerful goings on of the mundane and enabled by the protective badge of seniority, these sticks-in-the-mud need to be helped out of the way without threatening their no-longer-deserved status. Tricky business.

Rule 1: If you get into an argument with a Peter Principled executive, you’ll lose.

Rule 2: Don’t argue with Peter Principled executive.

If we want to make it easy for the right work to happen, we’ve got to learn how to make it easy for the Peter Principled executive to get out of the way. First, ask yourself why the executive is in the way. Why are they blocking progress? What’s keeping them from doing the right thing? Usually it comes down to the fear of change or the fear of losing control. Now it’s time to think of a work product that will help make the case there’s a a better way. Think of a small experiment to demonstrate a new way is possible and then run the experiment. Don’t ask, just run it. But the experiment isn’t the work product. The work product is a short report that makes it clear the new paradigm has been demonstrated, at least at small scale. The report must be clear and dense and provide objective evidence the right work happened by the right people in the right way. It must be written in a way that preempts argument – this is what happened, this is who did it, this is what it looks like and this is the benefit.

It’s critical to choose the right people to run the experiment and create the work product. The work must be done by someone in the chain of command of the in-the-way executive. Once the work product is created, it must be shared with an executive of equal status who is by definition outside the chain of command. From there, that executive must send a gracious email back into the chain of command that praises the work, praises the people who did it and praises the leader within the chain of command who had the foresight to sponsor such wonderful work.

As this public positivity filters through the organization, more people will add their praise of the work and the leaders that sponsored it. And by the time it makes it up the food chain to the executive of interest, the spider web of positivity is anchored across the organization and can’t be unwound by argument. And there you have it. You created the causes and conditions for the log jam to unjam itself. It’s now easy for the executive to get out of the way because they and their organization have already been praised for demonstrating the new paradigm. You’ve built a bridge across the emotional divide and made it easy for the executive and the status quo to cross it.

Asking for the right work product is a powerful skill. Most error on the side of complication and complexity, but the right work product is just the opposite – simple and tight. Think sledgehammer to the forehead in the form of and Excel chart where the approach is beyond reproach; where the chart can be interpreted just one way; where the axes are labeled; and it’s clear the status quo is long dead.

Business model is dead and we’ve got to stop trying to keep it alive. It’s time to break the log jam. Don’t be afraid. Create the right work product that is the dynamite that blows up the status quo and the executives clinging to it.

Image credit: Pexels

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Humans Don’t Have to Perform Every Task

Humans Don't Have to Perform Every Task

GUEST POST from Shep Hyken

There seems to be a lot of controversy and questions surrounding artificial intelligence (AI) being used to support customers. The customer experience can be enhanced with AI, but it can also derail and cause customers to head to the competition.

Last week, I wrote an article titled Just Because You Can Use AI, Doesn’t Mean You Should. The gist of the article was that while AI has impressive capabilities, there are situations in which human-to-human interaction is still preferred, even necessary, especially for complex, sensitive or emotionally charged customer issues.

However, there is a flip side. Sometimes AI is the smart thing to use, and eliminating human-to-human interaction actually creates a better customer experience. The point is that just because a human could handle a task doesn’t mean they should. 

Before we go further, keep in mind that even if AI should handle an issue, my customer service and customer experience (CX) research finds almost seven out of 10 customers (68%) prefer the phone. So, there are some customers who, regardless of how good AI is, will only talk to a live human being.

Here’s a reality: When a customer simply wants to check their account balance, reset a password, track a package or any other routine, simple task or request, they don’t need to talk to someone. What they really want, even if they don’t realize it, is fast, accurate information and a convenient experience.

The key is recognizing when customers value efficiency over engagement. Even with 68% of customers preferring the phone, they also want convenience and speed. And sometimes, the most convenient experience is one that eliminates unnecessary human interaction.

Smart companies are learning to use both strategically. They are finding a balance. They’re using AI for routine, transactional interactions while making live agents available for situations requiring judgement, creativity or empathy.

The goal isn’t to replace humans with AI. It’s to use each where they excel most. That sometimes means letting technology do what it can do best, even if a human could technically do the job. The customer experience improves when you match the right resource to the customers’ specific need.

That’s why I advocate pushing the digital, AI-infused experience for the right reasons but always – and I emphasize the word always – giving the customer an easy way to connect to a human and continue the conversation.

In the end, most customers don’t care whether their problem is solved by a human or AI. They just want it solved well.

Image credits: Google Gemini, Shep Hyken

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