There are two very different positions in life: Author and Victim (author N.I. Kozlov).
In short, their life views are diametrically opposed:
From the Author: the world (everything around me) is a consequence, I am the cause of these consequences. Everything that happens (does not happen) is a consequence of the correct or incorrect actions of the «Author». Low profits, a grouchy wife, a slacker husband, an empty wallet and other «life adventures» … The author himself is the reason for all this. His actions (or their absence at the right time), thoughts, actions.
For the Victim it’s the other way around. I (and everything that happens to me + happens) is a consequence. And the world (you guessed it) is the reason for everything. And if the month ended with low net profit (or even with losses). So these are all the evil machinations of competitors, mediocre employees, customers (those that do not pay), the state with its moronic laws. And if the wife grumbles … So she probably has a menopause, she has a bad upbringing, a spitting image of a “copy” of her mother, etc. Familiar?
I’m not talking about who more and more you are. You can relax. Let’s get straight to the point and the first thesis:
Slipping into the position of “Victim” for a leader (and even more so an entrepreneur) is a great luxury.
Do you agree? I would extend the theory of «Victim» and «Author» to companies. There are «companies-victims» and «companies-authors». The former always have a long list of excuses in case «something is wrong.» We lack a modern accounting system, we do not have a unified strategy, now everyone is going through hard times, according to the calendar “off season”. “Victim companies” most often react to what is happening in the market. Competitor dropped prices, let’s do a sale. Sales have fallen, let’s lower the plan (after all, the market situation has changed a lot).
“Victim companies” are looking for reasons not to do something.
Their employees (and owners) usually give out at trainings (seminars): “we all already know this”, “yes, we already tried it, it doesn’t help”, “but you have something really new”, “we have a very specific market, client, industry, situation”…
«Companies-authors» take a more active position. A competitor has reduced the cost, cool. Let’s strengthen competitive detuning, add value (create a new value curve), improve service, reduce production time. We will raise prices and hold an event (event) which will be discussed by the entire district for another 2 weeks. Sales fell, a good reason to change for the better. We part with the weakest employee, increase commercial activity (the number of meetings, calls, touches), correct telealgorithms and scenarios, take up rean? ?mation and segmentation of the client base.
«Companies-authors» are looking for opportunities to make …
What they consider necessary. Answer the first honest question. What type is your company closer to? And if you correct it a little: what are you doing (not doing) so that your company remains a “victim company”? It seems to me that 2/3 of companies are infected with the virus of victimhood. Chronically infected with defeatist moods. And after making a diagnosis (according to the laws of the genre), it’s time to move on to treatment procedures. Where to start, colleague? I would suggest…
Improve your company’s vocabulary!
Yes, words do not live on their own. I say “Nightmare” to you, and you have an image (in your head) of something terrible, cold, dark and not entirely pleasant. A chain is formed: word — image (thought) — emotions — actions — result. Your vocabulary affects your results.
Fast forward to a company where a customer asks for a refund for a product (not delivered on time).
Version №1: a lathered employee of the sales department (responsible for the client) runs up to you and shouts already from the reception. «Chief, it’s all gone! We’re in trouble, we’ve lost a client. The sales plan is going downhill.» On the way, he “pleases” with this amazing news the office manager, employees of the logistics department and even the cleaning lady Aunt Dasha.
Those, in turn, will devote 10 minutes (at least) to discussing this “terrible” situation in the smoking room or during the next tea party. And by the end of the day, a “universal problem” will soar in the atmosphere of the company. And the prospects for the future will seem very vague … Everyone, from the owner to employees. Liked? Sacrificial thinking is contagious.
Option №2: a similar situation with the «Company-author».
An employee who learns about this client evaluates the situation. What are the facts? The worst is over: the client has expressed his position. What can be done? Offer to compensate for the delay (not necessarily with money), try to connect express delivery channels, intercept the goods from a competitor company (from warehouse positions) before ours arrives at the warehouse. Evaluate what I can do on my own without pulling colleagues. Where you need to coordinate the budget with the boss.
If coordination with the boss is required … Approach calmly with the words: “The boss has a“ creative task ”. Situation… I suggest: list the options and your personal participation in each… Which one seems most appropriate to you?” And all this in a constructive and positive way, without dramatization. For the attentive, I am translating: “creative task” = problem (for mere mortals).[[]]And the word “problem” will be prohibited. Substitute is a creative task. It seems that the word has been changed, but what an emotional coloring. How would you like to work with a problem or a creative task?
I suggest that today you compile and discuss a dictionary of prohibited phrases for your company. And as a hint-example I give my best practices (attached). Do not be lazy, sketch and discuss with your employees until 18.00. Right today! Change the vocabulary and let new opportunities and results follow them.
Strengthening exercise «I do not play the Victim.» The task is to wean yourself from the game of helplessness. Recommended intensity: from 3 hours a day regularly for 2-3 weeks.
How to work:
- Accusations, excuses, complaints, abuse and begging are not mine. No dictionary of the Victim. Wording without negative labels, without the words «Problem», «Horror» and «Nightmare»
- There is no suffering and helplessness in intonations and facial expressions (look in the mirror more often). In regular situations, I speak and behave confidently (find a controller).
- In difficult situations, I turn on my head: task — action plan — conclusions for the future.
- For managers in addition: I begin to demand paragraphs 1-3 from employees.
- Compile and communicate to employees the “Dictionary of Prohibited Phrases”.