There are many noble pursuits for a coach at the beginning of the season and we hardly ever bump into one who is volunteering their time in the hopes of causing a kid to quit the sport. However, if we were to vote on one of the hardest goals to obtain, we would put achieving collective excellence above going undefeated and winning the all-city title. 

Our definition of collective excellence has its roots in the work of John Wooden and those who also seek to build a personal relationship with each player in the joint pursuit of the team’s goals. The ability of the coach to build trust with the player, to such an extent that the player can agree to the role the coach has constructed for that season is crucial. It's part sales pitch and part plea for support and trust.

Each season is as an opportunity for the coach to have a scouting report done on themselves, a book as it were. It answers the question, how do we beat this coach? Scouting reports are common on players: what is the book on that guy? 

• “Can’t go to his left”
• “Can’t lay off the high heat”
• “Easy to get riled up and then is done for the game”

A coach should also want to know what “the book” is on them at this point in their career, and then work the next season to improve.  So what is the book on you right now?

The coach who trusts his or her team enough to be vulnerable with them should be well on their way to existing in a state of consensual interdependence with the rest of the coaching staff and the players.  We wrote about this in one of our Thought Leadership Series pieces shown here. 

The pursuit of collective excellence begins with the coaching staff and then continues through to the players. If you can think of a team you were on that achieved this, please share with us as we continue to build out stories on this topic.

You may be interested in our post on Turning a Group Into A Team.

We first heard this term small societies from UNC women's soccer coach Anson Dorrance in a talk he gave at the What Drives Winning Conference in 2015. 

It was a scant reference at the beginning of the talk (minute 1:15), but for geeks like us, it was cause for research. Dorrance is a coach in pursuit of collective excellence. He is building a cumulative chest of wisdom on the topic of human collaboration in the pursuit of putting a ball in a net and caring about each other in the process. His research led him to discover Cesar Luis Menotti of Argentina who had the high pressure job of being that country's national soccer team coach. 

It was Menotti who started talking about the teams within the teams, calling them small societies when describing the relationships between the goalie and the fullbacks, the right midfielder with the center forward. It is similar to Metcalf’s law of networks and how intertwined our relationships can get. 

Our current learning is this: 
Consider looking at your team the same way you would look at this square. You know you are going to be asked, how many squares can you see? If a square is a small society that could exist on your team, how many can you see? Make a list of small societies for your team and then if you feel like it, share it with us. As the coach, you can’t advise and mentor what you can’t observe. 

Somewhere between Salt Lake City and Grand Junction this January while climbing a scary mountain pass in a four wheel drive it came to us that a way to look at the CEO’s job is as follows:  

To determine how much stress the balance sheet of the company and the people that work for it can handle at this time in the company's life. 

You may have a different view of it, or a different way to say it that works for you and we would love to hear from you about how you see it, but humor us for a minute.

It appears at times that even at some pretty large companies that the only person who is really thinking about the future of the entire enterprise is the CEO. Everyone else is in their department looking for more resources, and hopefully in the words of Peter Drucker, focused on the next most important task.

What does this mean for you?
It means you need to be relentless in your pursuit of what is true from your direct reports because they may have an inherent bias to keep you on a consistent drip of flattery and fluff.  It also means that having a board of directors that can help you think about the company from the outside is vital.

Questions a good board can help you wrestle with are:
•    How much debt should we be working with now to grow the business? 
•    Where are your next threats coming from?
•    What innovations are going to allow you to increase your margins? 
•    Where is your current leadership team in their own personal life cycles?  

The rub is that building and maintaining a productive board of directors is a challenge. Too often it is such a hassle that you don’t even have one. CEO’s can often feel like the coach of a professional sports team. The players on the field are your employees, the fans in the stands are the customers, and up in the owner’s box sits the board of directors. Where does the coach stand? Sometimes they stand alone.

Key Insight
Ask yourself the following question: What is the company telling itself right now that we want to be true, that may not actually be true? Many department heads will be talking about growth because they know that is what everyone wants to hear. The challenge is that if the company doesn’t manage its balance sheet and time the growth correctly outside forces can end up owning the business. You may have a growth mandate, but try as we might most of us can’t make water go uphill, so back up your mandate with facts and processes you can trust and measure. This rigor and dialogue can save your business.

Consultants can bring diversity of thought to a company, they also bring new terminology that at first glance may not make sense. We use a customer acquisition framework (CAF) to describe how a business wants a potential customer to learn about, and then accept its offer. It might be called sales and marketing and in other places it’s called marketing and sales. Regardless, the biggest change we have noticed in this area are the options available to your company relative to just five years ago. That is why it is one of our themes for 2019. It might make sense for you to revisit your strategy.

In 1995 the phone and the fax machine were the money makers, and having a toll free number was a big deal. You might have had a marketing department, but you didn’t know what worked and what didn’t and the magazine ad salespeople were really happy about that.

Today marketing executives can show up to a meeting with real data that tracks and predicts future behavior by your target customers. 

What does this mean for you?
It means you have more leverage with your marketing dollars and your sales team. Just ten years ago you were still guessing with your marketing dollars and the sales reps could hold you hostage with the relationships they initiated. 

Key insight
In the House Tour image below think through how far you could have a potential customer get without the help of a sales person? As an owner you have an incentive to get them as far through the house as you can. Get this right and your cost of sales will plummet and your profitability will rise. 

Email continues to be the killer app for developing and maintaining a respected position with your clients, customers and prospects. Recent data shows that enterprise and individual customers spend the vast majority of their time reading and communicating inside of an email application. 

What does this mean for you?
It means that unless you have a business which really wants to attract a customer that it doesn’t know and offer them a commodity (think owning a McDonalds franchise) you don’t really need to spend a ton of money on social media. Your best course of action is to have a well-developed email communication plan that integrates with your website and sales team.  

Key Insight
The frequency of your email communication should depend on the type of service or product you are delivering. It can range from a travel service emailing you multiple times a week, to an estate planning law firm that shares its findings once a quarter. If you want our advice on what your cadence should be, click here. 

We have often been asked to help with this question:  How does a company build a winning culture?  In pursuing the answer to this question, we have noticed the stark cultural differences between a group and a team. If culture eats strategy for breakfast than a team eats a group’s lunch.  What is a group, and what is a team? For definition purposes here are some of the fully researched differences between a group and a team: 

• When in a group, you seek out the authority to address conflict.
• On a team conflict is handled member to member with a common language. 
• Groups of people often do not share a common goal while Team’s create common goals. 
• Groups are independent while Teams are interdependent.  

We have written extensively on our 'G2T' (Groups to Teams) concept in newsletters and in white papers.  More recently has been success implementing some of these ideas with clients and helping to shape their company culture.  

Companies hire people from different walks of life, with different strengths and different personalities. These differences can be obvious and group dynamics can take over if the leadership doesn’t take an active role in helping people understand how they are aligned and the things they have in common. A great way to do this is the admiration exercise which takes about 60 minutes for a group of 15.   

• With a facilitator or leader at the white board and this template in front of everyone. 
• Ask them to write down the names of three people they admire. 
• Then ask them to write down three traits that they admire about those three people. 
• Then ask them to rank the nine traits they have come up with top to bottom.

For the rest of the exercise in more detail and to continue developing team culture read our white paper:  Groups Into Teams Part I.

Hopefully you kissed some of the joy of summer as it flew by, put the memories in a jar, and blessed them with gratitude. Being able to do this, regardless of how full your jar is can be vital as you shift your focus to the fall.  Here are a few helpful nuggets in three areas of work:

IF YOU HAVE A BOSS:  Put yourself in their shoes and think through how they are looking at the next 18 months of their life. Understanding begins with observation, and if you are looking for a primer to help you in this area consider using our mapping your boss template.   

IF YOU ACQUIRE CUSTOMERS:  If you acquire customers for your company and have an annual sales number this time of year can be fantastic or frightful. Careful pipeline and funnel management will help you decide where to allocate your most precious asset: your time.  Here are a few questions for you to review:  

Don't worry, we have not picked up a new bad habit, a recent trip to the library had me opening up a new book, and the combination of the adhesives and paper gave off a smell that made me smile.  If you can imagine that smell right now, then you might really enjoy this edition.

When it comes to reading, word of mouth seems important. We just don’t want to make a book purchase and end up with a dud. With that in mind we suggested for the past summer 12 book ideas for the 12 weeks of summer. We hope you find one of our selections interesting and that you find the time to read (or like many of us listen to the book).

We have divided up the recommendations into five categories: 

• You
• You with others
• Historical perspectives
• Futuristic perspectives
• Learning from the lives of others.
  

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Most of these books are not new but they all were worth the investment of time, money and enrichment a good book can bring.  CLICK HERE TO SEE OUR SELECTIONS

​Pitching in to support your children in their endeavors has a name. It’s called parenting. It’s a noble role and duty that changes with the decades. Currently from the ages of 4 to 14 there are many different roles a parent can fulfill in the area of youth sports. The roles have different levels of authority and requirements. Head Coach, assistant coach, team manager, culture keeper, league treasurer, league president, end of season of pizza party planner, are all roles parents fill. 

Both Sara and I have enjoyed participating and working with the kids and others parents these past ten years. What caught our eye this year is that after moving towns, we went from a head coach, league president, large authority role to that of an assistant coach. 

The opportunity to not have to coordinate and orate to 15 players on a team and to 200 players in the league and 30 to 400 parents left a void that allowed an observation framework to appear. This year we had room to see players individually be afraid of failure and to encourage them. Our interest in building framework for others to use also led us to come up....

Working with companies, non-profits, and sports teams affords us a wonderful window into the world of effort and outcome. Goals are set, causes are cared for, and games are played. A haunting question lurks in many of the minds, what do I do if I try my hardest and fail?

Seldom do we hear it verbalized, but we notice that much effort is made to sabotage the effort piece of the equation to allow the players a margin to recover their pride when the outcome is below the standard.  It's much safer to reserve some effort and hope for success, if it gives you a nice mental pillow to rest your ego on..."well I didn't go all out so next time...."

Our question for leaders is, what is this mindset and handicap doing to the productivity of your team? If you could minimize it and get your team to deal with success and failure with the same attitude, what would that look like?  Under pressure we don't rise to the occasion, we fall to the level of our training.

Achieving this outcome is no easy feat.  One of the steps in getting there is done by providing a safe area to communicate what trying your hardest looks like, and having a recovery element to reward the effort. If people will risk their best in front of others, then when their limit is met, consider celebrating and providing them sanctuary to recoup and reflect.

The power questions for leading a team to risk more, think more, and do more are: what did we learn, and what does it mean? As the leader facilitates the questions and honors the responses watch the trust on your team soar. We think other things will soon rise as well.

On this topic read our post What's Your Q Rating with more info on Mindset

Billy Graham died on February 21st, and we were struck by the breadth of personalities that weighed in on the impact of his teachings. One particular quote stood out and we decided to email it to a few people under the heading of “everyone needs some encouragement."  It had to do with his response to a question he got at a conference later in his life. He was asked, “Who is the next Billy Graham?”

He replied. “You all are the next Billy Graham.”

We received a very high response rate in which people shared their own experiences and passed the encouragement back to us. We are hoping for a similar result in this newsletter. 

Encouragement came up around another topic that is timely and has to do with inspiring women and girls to lead. It is speculated that confidence can sometimes be missing from the minds of women and especially pre-teen girls. Encouragement from others appears to be a key ingredient. Katy Kay and Claire Shipman’s recent book called “The Confidence Code” outlines it in detail. We highly recommend either the adult or children’s version.  Of course as word geeks we like that in the midst of the EN and the MENT there is something we love…. A huge dollop of COURAGE.

Next read our post Trust Your Spider Sense!

Five years ago we started Banyan with an eye for helping companies improve their performance, and we have sat in on numerous goal-setting sessions. Goals can make people be sick to their stomachs, and goals can be used as a weapon, but isn’t that kind of missing the whole point? 

Today, we offer you a new way to look at goals and hope you might consider giving it a try in one area of your life.  It starts with a mindset that focuses on goal attainment and uses the concept of school grades to dole out the rewards. If you reach 90% of the goal you get an A, 80% you get a B and so forth. C’s get degrees in school and historically is considered the average. 

Yes, we can hear you thinking, that may be good for school, but this is the real world. If you don’t hit your goal, you might get fired!

Here is why you might want to take a closer look at this mindset if you are a leader. When you give your team a goal, you have 'goaled' them. This rhymes with scold. We think you should keep.....

​Building off the great reaction we received from our post on productive solitude we started to notice that in our work conversations we were asking leaders how they were organizing their thinking and in what format. Were they using a computer, a phone, a note pad, or a bound notebook? When did they collect themselves and organize? Who did they share it with, and how did they share it? 

The answers were all over the board, and many didn’t really have a system in place. They offered up that they are bouncing around trying whatever the newest form of technology has to offer. We also noticed that many leaders thought that the idea of sharing what their tasks was a big enabler for productivity. However, that wasn’t really playing out as they thought. It was leading to more emails and more confirmations on non-mission critical tasks. Does this sound familiar?

Enter in the concept of a template as a way to create boxes waiting to be filled with answers that challenge you to prioritize your thinking. An individual benefits by working with a task allocation template like the one above. The act of not just writing down your tasks, but prioritizing them, and then...

​One of the major headwinds to a great summer is if you are only 50% of the way to your annual goal by now, you are actually behind the number.  This is because you will lose ground in Q3, and may not have the time to catch up in Q4.  Being below goal is not a happy place, and could even be considered mediocre. If you are the leader it is easy to blame your people, but in a recent article by Joseph Grenny he articulates why it might be the leader's fault, and he shares a couple of ways to bring the big middle of your team up a few notches.  Grenny is the co-author of one of our favorite books “Crucial Conversations, tools for talking when the stakes are high”. In this article he wrote for the Harvard Business Review he shares several ways to help the team visualize what their indifference could cause.

We think this hits the spot when it comes to larger group activities. The big middle is too....

Having a trusted friendship with some person years older or younger than you is a true gift. We often refer to these non-familial connections as mentors or mentees. The roots of the word go back to ancient Greece when Mentor who was a friend of Odysseus was entrusted with the education of Odysseus' son Telemachus.

Relationships that are strong have certain elements that help them build. Affinity, time, and shared experiences are all ingredients. One of the outcomes from a strong cross generational relationship is that it can allow the subtle gift of wisdom to present itself. When wisdom arrives, it means the mentor has built up enough trust with the younger party to share their best insights and perspective. Often times this can be life changing for the mentee.

Yet for all its benefits, great mentors are in short supply. Why is this? It may have something to do with the all-important shared experiences. The generations don’t always do things together, and thus it is...

​It was front page news in 1982 when IBM announced it was laying off employees, the security of lifetime employment with Big Blue was in doubt. The undertone to others was this meant that almost no private sector employee was safe.  From moments like that 35 years ago to today, the idea of a personal brand and its cultivation have been forming. You, the individual, have the ability to create what the brand marketers will define as a 'promise wrapped up in an experience' and LinkedIn has been building a platform for your brand since its founding in 2002. 

In the last five years LinkedIn has not only been a great place to store all your contacts, it is a great place to share your thoughts and perspectives. In a business world where almost all employment contracts are “at-will” (which means you are working week to week at the whim of your boss), it is increasingly important to have a place to share what you have to offer an industry or marketplace. 

There are several key actions to consider when it comes to publishing on LinkedIn. The first is to share what others have posted and add your comments. This is easy lifting and benefits the person who created the original content. The second is to....

What framework or structure have you set up for thinking? Where do you think best? Many people don’t know off hand, but after a minute or two might share that they think best when alone. We recently stumbled across a book on leading yourself, and have been enthralled from the very beginning. “Lead Yourself First” by Ray Kethledge and Mike Erwin is a qualitative study of how past leaders have used productive solitude to make key decisions.  

We are now 10 years into the era of having a super computer that is in your pocket. 1.2 billion Apple iPhones have been purchased, and our new behaviors around them are only just ​becoming understood. It could be stated that one of the outcomes we all feel is some sort of attachment to the devices. Just as the washing machine replaced the scrub board and freed up hours of our week, so has the super computer in our pocket made our lives easier. Amidst the ease might be......

Most will know the Beach Boys song from 1963 as “Be True to Your School,” yet research done by Adam Grant on Facebook has started to show that pride in your company can have a large impact on the amount of work the average employee will produce in a day. It can graphically be represented on an axis of belonging and autonomy.   

People love to have choice, and they also love to belong. When they feel their company's purpose aligns with their own values they take more initiative. The new haunting question for leaders may become: are you proud of our team? What a powerful yet challenging question for many work environments. I can just see several of my earlier bosses falling out of their chairs in laughter. Does this mean we need plenty of circle time and not challenge each other? Is the chain of command completely broken and the inmates are running the asylum?  Not necessarily.  Optimism and pride in your company are part of the fascinating discussion in this article from the May edition of Fast Company.  

Consider now reading Is Your Culture a Wow or a Whatever?

​We recently observed a sales meeting for a software company and were asked to listen to a new inside sales rep role play to learn what to say to a prospect. The tone and confidence were there, but we didn’t get the sense that the conversation was going anywhere. When asked for feedback I wanted to come up with an image that wasn’t tied to sports, so asked the new employee if they had ever been on a house tour like Mt. Vernon where George Washington lived. She replied in the affirmative and so I asked, do you think the tour guide is in sales? From this question a nice dialog ensued where I was able to get my point across that different types of dialog have different pace to them almost like a music score. In the case