SE L F -DE C E PT ION: T HE PE OPL E SE C RE T

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1 SE L F -DE C E PT ION: T HE PE OPL E SE C RE T M ichael Lazan

2 EARL Y ME DIC INE T housands of hospital deaths Symptoms were treated But deaths continued

3 EV E NT UAL DISC OV E RIE S Disease is the single root cause of symptoms G erms, bacteria, and viruses cause and spread disease T hey, and not the symptoms, must be treated to prevent deaths

4 T RE AT ME NT OF ORG ANIZAT IONAL PROBL E MS T reatment of individual problems: A specific training program for every problem Co m m unic atio n Wo rk sh o ps Co nflic t-re so lutio n Se m inars Manag e m e nt Training Te am b uild ing Expe rie nc e s Trust Exe rc ise s Mo tiv atio nal Spe e c h e s And so o n...

5 ORG ANIZAT IONAL ISSUE S AN EXAMPL E 3. C omplain, don t provide sufficient or timely information Peer MARK E T ING Peer 2. See F inance as untrusting, interfering, bean counters with no strategic vision 4. See Marketing as financially ignorant, irresponsible, make F inance s job more difficult Peer F INANC E 1. Request analysis and justification of marketing plans Peer

6 PROBL E MS? Mark e ting Financ e Misc o m m unic atio n Co nflic t Silo Me ntalitie s Fing e r-po inting Slo w Pro b le m -Re so lutio n Turf Wars Lac k o f Ac c o untab ility Mistrust Slug g ish Exe c utio n A nd s o o n...

7 KE Y QUE ST IONS Mark e ting Financ e Wh o s c re ating pro b le m s? Wh o th ink s the y a r e c re ating pro b le m s? So w h o th ink s the y ne e d to c h ang e? So w h o s like ly to c h ang e (e v e n if w e apply a so lutio n?) So h o w lo ng w ill it last? A D e e p e r P r o b le m...

8 T HE UNDE RL Y ING PROBL E M Se lf-de c e ptio n Th e pro b le m o f h av ing a pro b le m, b ut no t k no w ing yo u h av e a pro b le m As a re sult, w e : Cre ate pro b le m s Can t se e th at w e c re ate pro b le m s Th ink o th e rs c re ate pro b le m s Fe e l justifie d Re sist so lutio ns

9 HOW DOE S IT ST ART? SE NSE : To sh are info rm atio n w ith Frank to h e lp h im w ith h is w o rk Ch o ic e Betray How I started to see myself How I started to see F rank Mo re re so urc e ful Harde r w o rk ing Be tte r Em plo ye e I d e se rv e it and d e se rv e to b e o n to p Co m pe tito r/ th re at Lazy To o De pe nd e nt Wo n t appre c iate it Honor T he Box of S elf-deception: I am focused on myself and on Becomes justifying myself haracteristic ICdon t see myself, others, or the situation clearly I blame others when they have done nothing

10 SY MPT OMS OF SE L F DE C E PT ION C ha r a c te r is tic s o f a n E m p lo ye e Stuc k in The B o x o f Se lf-d e c e p tio n Blam e s o th e rs Exag g e rate s o th e rs faults Fe e ls v ic tim ize d Insists th at h e is rig h t Fo c use s o n h im se lf

11 CORE S UT ION POL ROBL EM Co re Pro b le m : Th e Bo x Co re So lutio n: Ge tting Out o f th e Bo x

12 COUNT E RINT UT IV E SOL UT ION Th e so lutio n to pe o ple pro b le m s is no t to fo c us o n pe o ple pro b le m s. Th e so lutio n to pe o ple pro b le m s is to fo c us, in a partic ular and po w e rful w ay, o n re sults.

13 T HE S OL UT ION : A W AY O UT OF T HE B OX 1. C2. reate deepaawareness of the box and its E mbed different way of working that doesn t allow us on to focus on ourselves and impact our lives our doings E MPL OY E E IN T HE BOX E MPL OY E E OUT OF T HE BOX F ocus on F ocus on - Myself - Others -Sufficiency of my doings - Results /Organization

14 SIG NS OF WORK O UT OF T HE BOX C ha r a c te r is tic s o f a n E m p lo ye e W o r king o ut o f The B o x o f Se lf-d e c e p tio n Enth usiastic ally fo c use s o n re sults Enth usiastic ally h e lps o th e rs g e t re sults Ac tiv e ly b o th le arns and te ac h e s Fo c use s o n so lutio ns Tak e s c o rre c tio n e asily Ho ld s se lf ac c o untab le Tak e s re spo nsib ility Inspire s trust

15 WORK ING OUT OF T HE BOX: RE S UL T S Case Div isio n o f te le c o m m unic atio ns firm w ith o v e r 3 0,0 0 0 pe o ple Im ple m e ntatio n o f re e ng ine e ring and se v e ral o th e r m ajo r initiativ e s sim ultane o usly c ause d m o rale and pro duc tiv ity to plum m e t. Traine d o v e r 1,3 0 0 o f th e ir m anag e rs, supe rv iso rs, and e xe c utiv e s to w o rk o ut o f th e b o x. Re sults Im pro v e d e ffic ie nc y b y o v e r 1 0 % Inc re ase d re v e nue g ro w th 1 7 % o v e r plan Im pro v e d c apital e ffic ie nc y b y 5 0 % Re duc e d inv e nto ry b y o v e r $4 5 m illio n Re duc e d c o sts b y 2 3 % th ro ug h im pro v e d v e ndo r re latio nsh ips Raise d o v e rall w o rk satisfac tio n am o ng partic ipants b y o v e r 2 0 %

16 WORK ING OUT OF T HE BOX: RE S UL T S Case He alth c are Pro v ide r in se rio us financ ial diffic ulty Traine d e ntire staff to w o rk o ut o f th e b o x Re sults Triple d re v e nue and o pe rating inc o m e m arg ins De c re ase d staff turno v e r to b e tte r th an h alf th e industry av e rag e Re c e iv e d 9 3 % fe w e r c laim s th an th e industry av e rag e in th e ir re g io n

17 WORK ING OUT OF T HE BOX: RE S UL T S Case Ch e m ic al Manufac ture r One m o nth into th e q uarte r, e arning s pe r sh are fo r th e q uarte r w e re pro je c te d at o nly 3 6 % o f b udg e t Applie d th e princ iple s o f w o rk ing o ut o f th e b o x to re so lv e th e situatio n Re sults Exc e e de d th e b udg e te d e arning s pe r sh are b y 2 7 %

18 WORK ING OUT OF T HE BOX: RE S UL T S Case Larg e De fe nse Co ntrac to r In Oc to b e r, re q uire d to slash $7 0 m illio n in e xpe nse s b y e nd o f ye ar Planne d to fire w o rk e rs to m e e t $2 0 m illio n o f th is re q uire m e nt Im ple m e nte d o ut o f th e b o x w o rk m e th o ds to attac k th e issue Re sults Fo und $6.5 m illio n in sav ing s th e first day Me t g o al o f $7 0 m illio n in c o st sav ing s w ith o ut firing a sing le e m plo ye e

19 T HANK YOU T HE A RB I N G E R I N S T I T UT E

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