Article Overview: If "cracked eggs don't hatch", simply papering over the cracks isn't going to change things. All too often organisations go for the quick fix - dealing with the immediate rather than the underlying causes of problems. In this article Doug Long argues for a leadership approach to getting desired results.
Free Download - 9 Steps to Improve Performance By Douglas Long
Papering over the cracks
In "Cracked Eggs Don't Hatch" I told of my experience in hatching ducklings. I pointed out that I made the mistake of assuming if I covered over the cracks in the eggshell everything would be fine. As my mother made clear, I was wrong!
A few years ago when John Corrigan, Andrew Mowat and I started working with schools, we thought that helping teachers understand andchangetheir behaviour would bring about greater levels of studentengagementand hence improved results for students, teachers, and the schools. Theoretically we were right - the key to increasing studentengagementdoes lie in the attitudes and behaviours of teachers. However what we found was that unless the culture of the school was totally supportive of the new attitudes and behaviours any improvement was transitory. (More information about this is available on request) This lead us to the realisation that we needed to deal withleadershipissues first and foremost.
Deming, the 'father of quality' (as some have said), made the point that only about 15% of problems are caused by special causes. He also made the point that frequently these are the areas on which most attention is focused because we are "seen" to be doing something about the problem - that fact that it may be simply a cosmetic repair that will eventually break down doesn't really seem to faze us. Deming argued that the time,moneyand effort should be put into dealing with the systems causes because, although they will probably take longer to fix, the repairs will be long-lasting.
Effectively Deming argued that leaders deal with the systems causes of issues because they know that ultimately quality is always a cultural matter- and leaders determine culture.
There used to be a joke that stated military personnel of a particular country had a philosophy of "ready, fire, aim" - when the defence budget is astronomical and the culture is "gung ho" then it is easy to slip into a behaviour that shoots first and asks questions afterwards. I see this today in the behaviour of many "leaders" - and it shows primarily in a predilection for immediate rather than considered action. In the area of service quality this can be seen by disciplinary action against individuals rather than correcting the culture that forces them to minimise the amount of time and effort they spend with each person seeking help.
Because of the pressures under which so many people operate today it is easy to fall into the habit of "papering over cracks" rather than fixing things - all that one hopes is that the paste job will last until dealing with it is someone else's problem. Sometimes this works.
One TV program that I find both interesting and informative is called "Air Crash Investigations". Recently the story was of an airplane that crashed into the ocean killing everyone on board. When the pieces were all found and put together it was discovered that the real cause of the crash was a repair that had been effected some 30 years' previously - there had been a long scratch on the fuselage and this had been patched - but the job hadn't been done properly and the maintenance systems ever since had missed the telltale signs of inadequate repairs. The records showed that it was a systems fault - because no-one had checked on the systems many people died a terrible death.
Papering over cracks and failing to deal with systems problems in your organization might not result in the death of others. But it might result in the death of your organisation.
What is the culture like in your organisation? What systems issues need to be addressed in order to ensure all your customers/clients receive high quality help when they need it? Before singling out individuals for blame and correction, remember that when you point a finger at someone, there are more fingers pointing back at you. If its a systems or cultural issue, dealing with a special cause won't fix it.
Related Forum Posts Re: Let's Talk CRM
- I will try my best to not sound as though I'm giving a sales pitch, my goal is to simply inform entrepreneurs of useful resources that will greatly help to organize and simplify their business.
With that being said, in comparison to salesforce, Luxor CRM recognizes that each business functions in a completely different way, therefore the system allows the user to completely customize the interface so that it accords with your business' or industry's sales cycle and processes. In doing so, the system allows you to manage different lines of business, design unique milestones and capture specific information that you declare important. One of the most advanced and differentiating features of Luxor CRM is its sales cycle feature whereby the system allows you to set up specific stages of one's sales cycle and prompts you to fill in certain information or answer questions before advancing to the next stage. This feature ensures that each employee is keeping on top of every client so that none fall through the cracks. It also ensures that your client's needs are being tended to, by maintaining constant communication with them throughout the entire sales process.
One of Luxor's most interesting features is the stage-aging alerts, which serves to keep everyone informed of tasks that must completed or appointments that are shortly approaching in a proactive manner. Once again, you can customize your alerts based on specific activities, contacts or organizations.
Without bashing our competitor, Luxor CRM's fully customizable user-friendly interface is second to none and with no contracts, free assisted deployment and training, and free data migration, why wouldn't you at least consider a free demo or trial?
Are you currently using salesforce? If so, what does that system not provide for you??
Re: Let's Talk CRM
- Unlike other CRM providers, Luxor CRM is a robust web-based application that offers businesses a wide range of CRM and SFA tools and capabilities within a single application. Specifically speaking, Luxor CRM provides your business with a dynamic set of Sales Force Automation tools, such as competitor tracking, deal expiration notification, forecast & quota management, lead management and routing, mail merge, opportunity management, quote generation and the list goes on. If you require systematic reporting, Luxor CRM provides you with advanced analytics capabiltiies, customizable reports, KPIs (key performance indicators), report export directly into Excel and many other features.
In terms of functionalities and features, Luxor CRM provides an endless amount, but depending on what your business does and how it is structured, our system can be tailored to meet your specific needs. Recently, Luxor CRM has gained enormous attention from the Restoration Industry. In response to their demand, we customized the system to better suit the every day processes of a Restoration company. As a result, our developers created a restoration-specific format that includes claims and job management, alongside contact and schedule management, so to help these companies better manage their key accounts and close more business. Even if your company isn't within such a specific industry, we don't simply sell you a software that has a conventional template, instead we take the time to get to know your company and your needs, and from there we work to set out an action plan to implement the software in the most efficient and effective way.
Though we serve clients as big as Air Canada and the National Bank, we specialize and appeal most to small businesses. Firstly, we are extremely affordable. We don't lock our clients into lengthy contracts and allow them to purchase the system on a month-to-month basis. We also pride ourselves on providing free-assisted deployment, free training, free requirements analysis and free data migration. All of these services are at an additional cost if you choose to go with a different CRM provider. The reason why we provide these services for free is because we want to establish a relationship with our clients. We want to know what you like or don't like about the system and what improvements we can make to serve you better. We strive to create a CRM system for our clients that works the way they do, because after all, the main purpose for CRM is to nurture and create relationships with clients and therefore we aim to do the same.
Small businesses strive to work quickly and gain as much exposure from their specific industry or niche as possible. With Luxor CRM in place, less time is spent organizing and populating information and more time is spent on flourishing client relationships and of course, making money! Luxor CRM specializes in ensuring that no client slips through the cracks and does so with the use of proactive alerts. Let's say you just had a meeting with a client and need to schedule a follow-up appointment. All you need to do is login to Luxor CRM via a computer or cell phone, schedule a new activity under that client's contact information and then Luxor will remind you of when that appointment is and even better, Luxor will not erase that appointment until it has been completed. Our clients say that this is one of their most favourite features because they are able to stay on top of each and every one of their clients, maintain constant communication and close more business. Our clients also love how easy the Luxor CRM interface is to navigate through. It mimics a desktop tool, allowing users to quickly learn how to use our system and feel at ease with it.
I hope that answers your questions. Let me know if you'd like me to expand on something a little bit more.
Meet Mary Sue Milliken - chef and restaurant owner
- Mary Sue Milliken will be at our "Launching an Edible Life" event February 4 in Los Angeles ... come join us!
Contact aswift@ladieswholaunch.com for registration details.
If there's just one thing you need to open a restaurant, it would have to be a stove, right? Think again. When Mary Sue Milliken and her best friend/fellow chef/business partner Susan Feniger opened City Cafe in Los Angeles in 1981, they had no stove or oven, only a hot plate and a hibachi out back in the alley.
Humble digs, especially for two professionally trained chefs-Milliken had attended Washburne Culinary Institute, while Feniger studied at the Culinary Institute of America. Their resumes included stints at three-star restaurants in France, Spago in Los Angeles, and Le Perroquet in Chicago, where they met in 1978-the first women working in that restaurant's all-male kitchen.
Rich in experience and vision, but not in funds, they were happy to have a restaurant to call their own and quickly began perfecting a unique, multicultural fare, which incorporated recipes from Greek, Indian, and Thai cultures, as well as their own mothers' recipes. Once they expanded to City Restaurant in 1985, they became culinary icons, recognized for their fresh mix of refined culinary technique and exotic Third World flavors, all dished up with down-home charm and playful enthusiasm.
Now overseeing 375 employees between the Border Grill restaurants in Santa Monica and Las Vegas and Ciudad in downtown Los Angeles, the partners have also found time to write five cookbooks, including the recent Mexican Cooking Essentials for Dummies; host the popular Food Network shows "Too Hot Tamales" and "Tamales World Tour"; and launch the Border Girls brand at Whole Foods Market.
What we learned from Mary Sue:
Not every venture will be successful, but every experience will be worthwhile. "You've got to bounce back and just keep going. They're all great lessons to learn."
Words of Wisdom
"I think we both subconsciously were willing to start in a really meager setting, just because it was an opportunity not to work for a man."
Penniless But Passionate
"We had come home [from France] with the intent to open a restaurant together, and we didn't have a penny to our names. I was 23 years old. I had not been to college. I had no idea how to launch a business. None. Susan had a degree in economics and had been to chef's school. She's five years older than me. But she also didn't have any idea how to launch a business."
Cook What You Know
"First of all, you just copy things. But then, it starts to be a very personal cuisine, which is what we basically used those three-and-half years at City Cafe for-to create our own personal style of food. And it was so well-received. It started out as country French food, and it kept expanding all the time."
Eclecticism, Not Fusion
"We did some really groundbreaking stuff. This was in 1984, and still, when our City Cuisine cookbook came out in '87, people said there's nowhere to put this book on the shelves of the cookbook aisles, because you guys are all over the map. And there just wasn't that kind of integration of different culinary ideas. We never called what we did "fusion." We always felt like we stayed very true to the Greek cuisine, or the Indian, or the Thai, or the Mexican, or the Scandinavian, or whatever it was."
On-the-Job Training
We slowly started learning about business, so when we launched City Restaurant, which was really the thing that put us on the map, it was a 125-seat restaurant with a full-on kitchen. It was on La Brea. We raised the $660,000, and had to do a whole prospectus. I'll never forget, my net worth was $12,000, and Susan's wasn't much more. But we were able to learn by the seat of our pants, and we've been learning ever since."
How Much Is Enough?
"We were just making educated guesses-or uneducated guesses. In the end, $660,000 was not enough money at all. We were completely short, and we had to get an angel to come in and sign a guarantee on a bank line of credit for us. Really, it was a stressful opening, because we only had like two-and-a-half days in the kitchen with food before we had to open the doors to the public because we were so broke."
Hindsight Is 20/20
"If I knew then what I know now, I would have somehow found some financial bridge so that we could have had a little more practice before we opened. I mean, literally, the first couple weeks, there were nights that we didn't even go home, and we were really burning the candle down to zero."
It's a Man's World
"I think we were both ready to be on our own. And the prospect of working under men, and working our way up, and trying to fight through all of the barriers, looked less fulfilling than just starting out [on our own]. Even though we didn't even have a stove, we still opted to start out calling our own shots."
Know When to Grow
"The growth ... it's a really personal thing. It depends on how equipped you are for the challenge and stress of growth, and how your business is doing. I mean, we've grown where things worked out really well, and we've grown where it's created a big strain on the existing businesses, and the new businesses didn't work."
On Losing Money
"When I look back on it, I think, 'Well, I didn't go to college. That's about how much college might cost me. I'll just chalk it up to experience.' Now I have an even better understanding, and luckily, it didn't happen at a time when I really couldn't afford it. But I'll tell you, being an entrepreneur and being in business is a real roller coaster."
A Thankless Job Has Its Rewards
"When the Food Network came asking for us to come and promote our second book, and they noticed we were funny and how we finished each other's sentences, they said, 'You girls should have a TV show.' The reason we should have had a TV show was that we did all of this really thankless teaching before that, and I'm not even sure it brought bodies into the restaurant. A lot of people might have looked at it as a waste of time. But I think you never know what skill you're going to develop, [and our teaching gave us the skills we needed to do the Food Network show.]"
Be a Great Boss
"We learn a lot from our colleagues, and from other companies that we want to be like. We're always looking for innovative ways to really make our workplace so phenomenally attractive that we can't lose good people, and we can attract the best. Those are big goals for us all the time."
My Most Rewarding Business Moments...
"... are when one of our past employees mentions how working for us made a difference in their lives. It's the best feeling in the world!"
Be Good at Everything
"You have to be a great leader, as well as a great cook, as well as organized, because it's a business of so many details. I think there are a lot of restaurants that fall through the cracks because they're missing the boat on something, and customers just don't come back."
All Work and No Play
"You have to be willing to walk away when you have a pile of work on your desk and stuff that you really should get done. You've got to be willing to walk away and clear your mind and be in the moment with your children or your husband, or whoever. You have to convince yourself that it's equally, or more, important than your job."
This Featured Lady was profiled by Sarah Tomlinson, a Los Angeles-based freelance writer.
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