A few assignments ago, I was very fortunate to get the opportunity to work with some incredible leaders on a regular basis. I learned a ton from these men and women – many moments have been burned into the way I carry myself today – both in and out of my workplace settings.
One of the men I worked with – a very senior executive – once explained to me how there were people two people in this world. He was grossly over exaggerating with this little quip – yet his point is still extremely relevant.
‘Mark, there are two people in this world. Here’s the deal – if I ask you what time is it? How would you answer?’
Me: 6:17
‘Exactly right. I want to know the time, right now. Just give me the answer, and if there is a complicating reason that you think I should know – I trust that you will speak up with these items.
Have you ever had someone tell you how a clock works when you ask them what time it is? They tell you about the gears inside the watch. There are three hands. They go around and around in varying speeds. There is a seconds hand. Then a minutes hand that moves a little slower then the seconds hand. That third hand is an hourly one. You combine those all together and there you go – that’s the time.‘
Me: I resisted the urge of pointing out that there are now digital clocks…I had a way of getting this particular executive ranting from time to time… Strong rapport for sure. And then his point came…
‘Mark – don’t ever be the guy that tells me about the watch face and the hands if I ask you for an answer. Just answer the question, and let’s move on.‘
There is a lot here to consider.
Was this guy insensitive as a leader?
Was he just a rude guy?
He was not an insensitive guy nor was he a rude guy.
He was and remains to this day – a very focused executive that expects results.
He knows the questions to ask, and if we wanted to know how a watch/clock works – he knows to ask that question instead.
This little anecdote continues to this day for me, and it is a results oriented mindset.
Focusing on the outcomes and deliverables.
In the past, I have discussed that the journey is the destination.
Results matter, and in business when working across executive lines – the results matter, the process employed to deliver those results matter, the little things matter too. It all matters.
The value of the process can be paramount in a process redesign project or a transformation initiative.
The value of the time tracking process/mechanics is of no value if you just need to know what time it is. This is a well known ‘process’ – no need to demonstrate the underpinnings of time when someone asks you for the time of day.
Context and self awareness matters when asked about a result.
Switching contexts – let’s imagine you are in the midst of a networking event, and you meet a new person. They ask you the inevitable question —-
‘So, what do you do for a living?’
This is a process conversation waiting to happen. Most people talk about the process and activity that they have been paid for in the past – likely starting with their current role.
Here’s the twist…
If this is how you answer the question – you are talking about the gears on a clock and the seconds hand, minutes, hours… This is how the typical conversation goes, and many times the question is reciprocated with an explanation of their activity too.
Try something else the next time you get the question and watch the reaction…
Tell them about the results you deliver. Then ask them a question that invites them to get even more interested in what you do and deliver.
For example…
‘I have been in sales for my entire life, and I am now working at X.’
OR…
‘Over the last five years, I have closed over $50M in sales which resulted in my clients saving on average $5M by utilizing our solutions. Can you believe one client saved over $20M by working with my team?’
Much more compelling when you speak to the results first. You can always move into how you did it. What you did. Maybe even the why behind your results. Those are all elements that you can build into.
Many times we speak to our own activity and process, for some reason, we have a tendency to speak of ourselves this way.
Lead with your results, and I bet you will find a more interesting conversation erupts.
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