Let me start by saying, we desperately need to bring more HEART & SOUL back to business. We are starving for greater connection, greater purpose, and greater meaning in our work.
The notion of “it’s business, it's not personal” is utter bullshit.
It creates one of the biggest missed opportunities for most organizations, as it takes the human element out of the equation.
It takes the humanity out of our cultures and teams.
I see the evidence of this so clearly in the work I do with Fortune 500 companies and large organizations when I facilitate around Patrick Lencioni’s 5 Dysfunctions of a Team. In using this framework, it’s no surprise when I find a “lack of trust” as one of their top dysfunctions.
It is fundamentally where companies, and cultures, break down.
For once trust is gone, or absent, you then see the compound impact of the other four dysfunctions (fear of conflict, lack of commitment, avoidance of accountability, and inattention to results) play out.
Because most companies fail to connect-the-dots back to the overall effect and impact this has on their culture, and their organization.
Culture is a function of people.
When we don’t make our environments and organizations about people first, we lose the very essence of what is require to build a culture. I hear leaders profess and spout that they are all about their people, but when push comes to shove, it’s always about the bottom line first.
It’s one of the reasons I am falling more and more love with the provocative and powerful work of Dr. Benjamin Hardy, a organizational psychologist who has partnered with Dan Sullivan, renowned strategic coach, on multiple books, one being: Who Not How.
For it’s in this book (along with one of their other books, 10X Is Easier Than 2X), that Dr. Hardy talks about why it’s critical to focus on your Whos instead of your Hows, in which he shares:
“We expand in our efficacy — our ability to produce results in life, based on our relationships. We expand our efficacy through relationships because we embed the strengths of each of us.”
We embed the strengths of each of us.
Imagine if we built cultures from that perspective. Imagine if we truly put people first, and valued their unique contributions rather than treated them as if they were expendable.
Regardless of what company profess, the truth most organizations are not walking their talk when it comes to putting their people first.
Hardy and Sullivan also focus on the value of positioning your Whos as the rare gems and shining stars that they are, and to build your Hows around them. Actually, to give them ownership to create the Hows themselves.
Because when you have the right Whos, they then figure out the necessary Hows. This is their genius zone, not yours. When you let go of the How (also meaning the urge to micromanage how people do their work), you give people the space to show up fully in their brilliance.
Whereas, most organizations think employees are a dime a dozen (as clearly illustrated in their actions, not their words — everything else is lip service).
They don’t build roles around their specific talents and gifts, but rather they burn and churn, wind and grind, and plug one person in after another into a role, acting as if it’s a one-size-fits all assignment.
When you find the right Whos, create the space to let them shine.
Dr. Hardy also talks about the fact that those Whos (the people you need to move your Hows) need to be treated with highest esteemed value in order to build transformational relationships the create opportunities for all.
This is what I refer to as a win-win-win scenario. You find the wins for you, your Whos, and for everyone who will be impacted by the results (e.g., your team, culture, clients, and community).
As Dr. Benjamin Hardy beautifully states:
“In Transformational Relationships, all parties give more than they take. There is an abundance mindset, and an openness to novelty and change.”
When people feel valued, they give more. They show up bigger. They take initiative and risks. They invest their time, energy, and heart. They show up and collaborate as team players. They take ownership of their work.
Individuals then become a part of the bigger, overall equation. They see how they fit into the puzzle, and the overall “why.” They believe in something and serve from that capacity and mindset.
Whether it be to a mission, a movement, a purpose, an outcome, or just to a powerful “why,” they want to feel like they are adding something valuable in meaningful way that contributes to something bigger than themselves.
It requires inviting individuals into the soul of your business, and creating an environment of love, trust, respect, and vulnerability for people to feel they can perform at their highest and best levels.
If individuals don’t feel seen, heard, valued, respected, and loved … they hold back their genius, their greatness, and their gifts. The retreat into CYA (cover your ass) mentality and a protective shell, where the will only do the bare minimum of what’s required and not step out into anything more.
Because it’s business, it ought to be personal.
It HAS to be personal. Business only happens because of people.
Each person in your organization has a soul, a heartbeat, that contributes to the larger soul and heartbeat of your organization. It’s only in recognizing the value of the individuals that you can then create value for the collective. How you do anything is how you do everything!
WITHOUT IT, A BUSINESS CANNOT EXIST!
Products and services don’t sell themselves. And, selling and marketing are nothing more than sharing your love with the clients who need you most.
Sales is nothing more than the love letter you offer those who need and want your products and/or services. Marketing is simply the means, or vehicle, for how you deliver that letter.
Your people are the heartbeat and soul of both.
Let’s just look at how many times a company has lost a “top” client when an one of their “key” employees left. More times than I count, I assure you.
Clients often follow the relationship not the company, itself. I saw this extensively during my 20-year corporate career. And, I see it still now as a consultant and coach over the past decade.
Transactional sales are one time. Transformational sales based on relationships are long-lasting and sustainable. People buy from people.
When individuals feel valued, they are able to empower themselves to take risk, to challenge the status quo, and to lead from where they are at with what they bring to the table.
They dare to be courageous and have real, meaningful conversations around how to move the work forward, and how best to serve their teams, their clients, and their communities from a higher perspective.
One of the things missing in companies today is a purposeful focus on people AND the emotional intelligence, cultural intelligence, and people intelligence required to support those people, particularly when it comes to leadership.
It is imperative that we understand that leadership is effectively everyone’s opportunity and responsibility. And, it’s often a team sport.
Leadership IS a choice!
When individuals realize that leadership is a choice, and one in which they will be nurtured and supported for growth, they rise up to challenges and shine. This all happens ONLY when we choose to lead from love, with love.
Leadership is a function of three things: how we choose to show up, how we choose to serve others, and how we choose to take personal responsibility inside those two spaces.
Business IS a function of people, therefore it MUST also be personal.
Without the people, there is no business.
We, as humans, are here to connect, to serve, to collaborate. And, it’s only in finding meaning in our work, together, that we truly can be fulfilled.