"Go Deep to Go Up"

BY Mike Foti

Are prices lower than you want? Costs too high? Closing percentages nowhere to be found? Maybe your managers are telling you what you want to hear but the bottom-line results just aren't there. What can you do? To influence improved results NOW go deep to go up. Get out from behind the desk and increase your impact where the rubber hits the road in your business. Here's 4 quick ways:

1. Work the Trench - Identify where results happen in the "trench" of your business. Is it selling on the floor, producing in the fabrication department, designing with the engineering group? Ride with, talk with, and work physically with these people. Ask, "what are your problems, opportunities? How could you achieve a higher level of results?" Then ask the BIG question, "How can I be of service to you?"

2. Include to Enthuse - If you want top-flight results bring your people from the frontlines into the strategy before you ask them to implement! FACT: Everyone works harder when their ideas have been heard and incorporated into the plan. Remember this leadership paradox - to influence others you must first let them influence you!

3. Dig for Understanding - Results happen through teamwork. Teamwork takes understanding. Unfortunately understanding is difficult to achieve because everyone is 100% correct….from their perspective! Increase your understanding by asking others first what they think and feel about a situation before expressing your views.

4. Give up the credit - A note of appreciation or encouragement, a verbal acknowledgment, a pat on the back are essential for success. Ask yourself when is the last time you positively influenced your team by taking the time to appreciate their results?

Going deep takes time, effort, understanding, and caring for your people in the trench. Your payoff - increased influence and improved results.

If you would like to have Mike speak to your group consider the following programs:
"Growing Leadership"
"Unleashing the Hidden Tools of Effective Leadership"

If you want to get Mike's insights on this topic in one on one sessions click here.

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Mike Foti is Chief Executive Officer of Cleveland Glass Block (a Northcoast 99 recipient for best employers in Northeast Ohio and a Community Pillar Award winner for community service) and President of Leadership Builders. Mike is a national speaker, writer, and consultant who helps individuals and companies get results through people. To ask Mike how he might help you, or to receive his free tips and leadership articles, call 216-531-6085 or visit his web site at www.leadershipbuilders.com.