Dissatisfaction Times Vision Times First Steps Must Be Greater Than the Resistance

The equation that drives change is simple:

Dissatisfaction times Vision times First Steps must be greater than the Resistance to the impact of all three combined or else change efforts falter.

There are plenty of dissatisfied people in your workplace, your work group, or even just your organization.

There are people who insist that providing negative feedback is the only way to encourage organizational growth and they provide it liberally.

There are people who have been dissatisfied for years in your organization; who have made brief, or even faltering, attempts at change, but have been stymied and have now surrendered.

There are people inside your organization who claim they are dissatisfied, but who are mimicking the sounds of dissatisfaction as a political power move to angle for a better position at the organizational table.

There are people with vision in your workplace, your work group, and your organization. But this vision is hazy, or they are easily distracted by the next “hot” leadership initiatives, or their vision can be compromised with just a little more money or promotion.

There are people who take first steps and attend training, workshops, and seminars.

They read books and articles, combing the internet for advice and guidance about how to overcome the organizational ennui that holds back change.

There are people who take the same first steps, but their enthusiasm doesn’t go anywhere.

They stop at memorizing the “how-to” listicle and when trying to apply the emotional jujitsu against the resistance in their organizations, they experience limited success.

But these elements, dissatisfaction, vision, and first steps, must be greater than the sum of the organizational resistance to them. Or else, the changes that you are seeking inside of your organization, your work group, or even the team that is inside your sphere of influence, won’t happen.

The resistance to change is pernicious, persistent, and it never gives up. The resistance to change is sneaky and sly and sometimes comes in the form of well-meaning people and situations that appear as though they are helping your cause of change when in reality they are hurting it.

No great change happens without conflict. And no great conflict can happen without the resistance being overcome.

And if you think that it can, then you are bound to wind up stuck in the same place of dissatisfaction where you initially began your change journey.

There Are Easy Solutions to Complicated Problems

The two most difficult roadblocks to success in resolving hard problems are the presence of real trade-offs and considerations of power.

Most complicated problems and difficult conflicts have simple solutions. We often confuse what we believe is a hard solution with a complicated one. What makes solutions to hard problems not easy are the presence of trade-offs (scare resources in scare environments) and power.

In a world of scarce resources (the two scarcest being time and attention these days…even more than money) the trade-offs that must be made to create the space for solutions to your most pressing conflicts can seem insurmountable.

Here are a few (of many) trade-offs. Each one can either represent a zero-sum trade-off or an even exchange trade-off:

Conflict or Apathy

Attention or Ignorance

Awareness or Ennui

Momentum or Slowness

Going Along or Resisting

Reassurances or Courage

Change or Status Quo

Focused or Distracted

Power is the consideration behind most forms of fear. Either a lack of power or power focused in an area that doesn’t benefit getting to a solution. That power is often cloaked in reassurances and comes with a healthy dose of resistance.

We often confuse easy with simple in our own minds. Easy solutions to conflicts usually involve the kinds of solutions that favor whatever trade-off benefits us and validates our perspective.

Easy solutions also preserve our power (maintaining the status quo), or grow our power in each conflict situation. Hard solutions take away or diminish our power, as well as go against whatever trade-off we’d like to have honored.

What makes solutions hard to simple problems is that we are often blind to what is hard, and are aware of what is easy.

Be sure that you are making trade-offs you can live with, in a search for complicated solutions to hard problems.

What’s on Offer

The thing that’s on offer—the thing that’s being negotiated—is rarely the thing that we are fighting over.

Our conflicts rarely get close to the core truth of the issues needing to be resolved, which is why management of a recurring conflict situation is a better posture toward conflict than one of trying to persist in getting to a resolution.

The thing that we are fighting over—the thing that should be on offer—must be sold, managed, persuaded, and packaged for other people’s consumption in the way that they want it to be addressed.

Not the way you want it to be addressed.

This core truth is what unites marketing and conflict management. Human beings like being persuaded, marketed to, and talked to, in very specific ways, and if you violate conventions in the pursuit of getting to a deeper truth, you run several risks, but the biggest ones are as follows:

Human beings like being persuaded, marketed to, and talked to, in very specific ways. And if you violate stated (and unstated) social, moral, ethical, and philosophical conventions in the pursuit of getting to a deeper truth, you run several risks, but the biggest ones are as follows:

Being unheard.

Being ignored.

Being unfairly (or fairly) maligned.

Being marginalized when another more persuasive party comes along.

The answer to the question of “What’s on offer?” is the equally compelling question “What’s the truth of what we are fighting over?”

Feedback You Let In

There are two kinds of feedback: constructive and negative.

Constructive feedback serves to grow another human being. Constructive feedback serves to provide examples and metaphors that tell a story that can resonate with another party.

Negative feedback serves to limit growth, hem in development, and ensure that the status quo doesn’t change too much. Negative feedback employs snark and cynicism to score rhetorical points but not to tell a story that resonates with the person hearing the feedback.

Negative feedback takes the posture and attitude that a relationship is merely transactional and that neither party owes each other much more than maybe a good time.

Constructive feedback is always oriented toward tomorrow; oriented toward realigning minds and growth toward relationship and development.

Be careful which form of feedback you’re encouraging on your team.

And which form of feedback you’re allowing in your mind and heart.

Obligation is a Funny Thing

Obligation is a funny thing.

And not funny as “ha-ha” but funny as in “Isn’t this a modern irony?”

The NFL owners voted almost unanimously this week, to move the Raiders franchise from Oakland to Las Vegas (a move fraught with its own implications in a professional sport full of people with questionable moral and ethical decision making practices…but bear with me) and their explanations to the fans of why they are moving, is reflective of a larger shift in our culture around the concept of obligation.

The attitude encapsulated in the owners’ comments following the vote reflects two views of obligation:

The first view is that of “we owe you nothing.” The franchise and the team played games, grew a fan base, and gave the entertainment to the fans of the sport that they craved. In exchange, the fans gave the team and franchise money through ticket sales and more.

Purely transactional.

The second view of obligation is that of “the only thing I ever owed you was a ‘good time.’” The players, the ownership (I’m a Denver Broncos fan, I know), and even the overall notorious behavior of the franchise reflected this “good time.” In exchange, the fans (both locally and regionally) gave the team, the owners, and the franchise attention, awareness, and an audience.

This is also purely transactional and reflects a view of obligation based not in attaining revenues of money, but attaining revenues of attention and trust. It’s the view that Frank Sinatra had about his life versus his performances, and that many celebrities of all stripes seem to have abandoned in recent years.

There are two large perspectives to consider here, both of which relate to conflict management and our real lives, as well as one small—but salient—point:

Our lives are never purely transactional in nature. There is always an exchange of emotion for revenues (either trust or money) and that transaction has never been more valuable than now in our overall organizational and public cultures.
Our conflicts are based on other people barreling past our obligations and asking us to give more emotionally, than we may be prepared to give. However, the reality is that our personal boundaries around obligation must expand, or our management (not to mention our resolutions) will be task oriented, thinly veiled attempts to get to a relationship based goal we don’t really value, with the other party.

The small point is this: The organizations and leaders that understand the nature of obligation and the power they wield in a transactional relationship, will attain far greater—and far more meaningful—outcomes from individuals, societies, and cultures, than those that don’t understand.

Or even worse, those that don’t care—or never cared—in the first place.

What Does Your Perspective Look Like When You Change Your Mind

What does your perspective look like when you change your mind?

Mindsets are based in the accumulation of identity, meaning, life experiences, and assumptions that each of us make about how the world, and the systems in it, should work.

Mindsets are also backed up by the accumulated cruft of judgments, frames, attributions, and other cognitive “ticks” that people exhibit in their thinking and behavioral choices.

Many of the aspects of mindsets are considered by individuals to be fixed: they are what they are and there’s little point in attempting to change them.

Some of the aspects of mindsets are considered by some individuals to be changeable: they can be grown, can shift, can be made to serve a person rather than the other way around.

Changing your mind can come in many forms: through seeking new knowledge, through taking on new challenges, through deciding what not to do, or even through seeking forgiveness and reconciliation with another.

The journey from here to there is important. But not nearly as important as it is for you to tell us what it looks like from that new perspective.

Human to Business Sales

Selling to people in businesses is hard for three important reasons:

There are very few (or no) champions of your product or service offering because no one knows how good your product or service offering is inside the organization you’re selling to.
There are no direct ways to influence the people who can make the decision to buy from you—today.
There has been a massive shift in consumer behavior, but not a massive shift how businesses purchase from you based in the reality of shifting consumer behavior.

These are big problems and they’re getting bigger because the practice of creating buyer personas still dominates in a big way in almost every piece of advice available around advising organizations on how to sell to organizations.

While buyer personas are a fine shorthand for figuring out the profile in your head as a seller to businesses, the downfall of them is that they neglect each of the three areas above. In addition, they depersonalize the act of buying (or purchasing or procurement) and attempt to reduce it to a series of formulaic and discreet steps.

Which, of course, makes the three reasons above more problematic, not less.

Here are three ideas that may help when you’re selling (peace, consulting, freelance solutions, or even you’re next “gee-whiz” product to a skeptical procurement buyer):

Champions are easy to get (and even easier to lose), but require engaging with personality, care, and empathy.

Most of the people who are going to become your champions are the ones who have the power to say “no” but no power to say “yes.”

There are still gatekeepers in many organizations, and going where they are (in-person, online, emotionally, rationally, etc.) will go a long way toward engaging with them.

You must determine if buying today is all that matters, or if arbitraging the time to build a relationship today against the dollars that you are going to get tomorrow, matters more in the long run.

The short run will take care of itself.

Does your selling strategy include a 1,000-year long plan?

The reality of consumer behavior means that buyer personas are dead as predictors of selling success in the B2B space.

It also means that running after every social platform for sales is also dead.

This is a good thing.

In principle, this means that consumer behavior in business to business sales is the same behavior in business to consumer sales, but the volume of the connection is lower.

In practice, this means that targeted videos on a YouTube channel, embedded in an email campaign, direct to a buyer, matter more than the number of Facebook likes you happen to be cultivating that aren’t converting to sales.

In practice, this also means that providing value to the small number of businesses you work with as a selling organization, trumps the number of actual businesses that you work with.

Or that you think you should work with.

Champions, behavior, targeted engagement, and long-term strategy matter more for business success than just closing the sale and moving on to the next client.

I’ve Got Half a Mind To…

I’ve got half a mind to…

…do something that no one thinks is possible because it hasn’t been done before.

…educate people who want to listen rather than spending time chasing the attention of the masses.

…take a risk and do work that matters.

…engage with conflict rather than seeking to avoid or minimize it, not because avoidance and minimization are wrong, but because the outcomes of such actions are no longer optimal.

…believe the best about people rather than the worst.

…go to a meeting and do the hard work of engaging with my community even though tiredness, disinterest, and fear have blocked participation in the past.

…address the truth to power.

…build a project, write a book, create a podcast, make an online course, rather than merely consuming more content that other people have created.

…be generous even though there will be little coming back in return.

…turn off the TV, and read a book.

…turn off the Internet and read a book.

…negotiate for what is the best, rather than accepting merely the “good enough.”

…mediate between two people in conflict rather than walking away.

…decide to sit in silence and listen rather than giving that other party a ‘piece of my mind.’

…use my whole mind.

Where Do You Put the Work

If you don’t really know where you’re going, then it doesn’t matter which direction you go.

Not a bad point.

Here’s another one: Wherever you put your focus, that is where you will reap your greatest rewards.

Many people in a conflict focus on the conflict itself (the product) rather than the process that they took to get there in the first place. Focusing on the product seems to be the only way to resolve the issue. And besides, if we focused on the process, we may run out of time to focus on the product.

This is why negotiations (now we’re talking where the stakes are high and the process is more important 9or just as important) as the outcome) become time consuming. Time is the most valuable resource we have, and it’s the one resource that is totally and completely unsustainable. Expert negotiators, diplomats, and politicians know this fact more intimately than your neighbor does, than your kids do, or than even your co-workers do.

Time is on your side and it isn’t, but if you put your focus on regretting the time that it takes to resolve a conflict, rather than advancing and leveraging the time that it takes to get to a resolution, your focus will bear fruit.

When we focus on the conflict, the conflict grows larger and larger, dominating our scope of attention and awareness, seeming to develop a life all of its own. When we focus on the process, the conflict recedes and suddenly our focus shifts to the time that all of this resolution is taking.

But, if you don’t know where you’re going (or where your focus should be), then it doesn’t really matter in which direction you go (toward resolution or toward delay).

The choice is yours, in the same way, that it was Alice’s.

Great People of History

There used to be a lot of talk about great people in history.

Books, philosophies, ideas, inventions, and other movements in the past were lionized by being included as part of an overall “canon” of history that people in a present age dutifully memorized, internalized, and regurgitated to the next generation, creating a virtuous circle.

This memorization was designed to educate, inculcate, and to inspire. It was done with the best of intentions and was meant to join people’s current struggles (even if they weren’t great struggles, just mundane ones) to a past perceived to be great.

This “canon” of great people of the past primarily included political, social, and military leaders (and yes, the majority were men, and–in the West at least–white) but this was designed to pass along to future generations the idea that certain people have the ability to “stand astride history” and that conflicts, disagreements, and disputations could be solved by examining successful best practices (and failures) gleaned from large examples.

But now, sixteen years into the 21st century, all of that is over.

The philosophical, political, and cultural movements of the 19^th, 20^th and 21^st century have sought first to expand the “canon” of who can be included as “great” (i.e. women, minorities, etc.) and then to expand the “canon” of what ideas can be considered “great” (i.e. Marxism, religious atheism, feminism, historical determinism, etc.).

With this expansion two things have happened concurrently:

The glorious historical past has become untethered from the inglorious day-to-day present. Along with this, the lessons from the formerly glorious historical past have become untethered from the inglorious problems and concerns of the day-to-day present.

The glorious historical past has become an object to be examined through the lens of current events, and day-to-day struggles, in an ever more frustrating search for pure meaning and linkage.

Both of these expansions underlie our current cultural, political, and moral anxieties, which manifest in conflicts and disagreements between people, institutions, nation-states, and even philosophies and ideas.

But these expansions also form the basis for generating the solutions to conflicts, disagreements, and disputations. And to ending our modern anxieties about seemingly intractable problems.

Because, as the present has become more and more democratic, individuals have the opportunity, the power, and the need to ascend to being great people in, not only our own personal histories but also, in the history of the world.