Impact Multipliers: How to Inspire More Discretionary Effort

Leadership Coaching Notes March  2009

Impact Multipliers: How to Inspire More Discretionary Effort

As work challenges increased, Wendy asked how to get “everything possible” from peers, suppliers and staff. She led effectively in many ways, but by using 3 powerful “Impact Multipliers,” she unleashed additional commitment and productivity from those most important to her organization’s success. If you need extra effort, keep reading.

What Worked

Express More Interest: Wendy knew that in tough times leaders are wise to increase “touch points” with employees, but she extended her usual morning rounds and informal connections. Wendy increased her interest by asking and listening more than telling and directing. She asked questions to learn how others perceived and thought to improve business situations. Her new interest invited a more engaged and value-adding contributor.

What You Can Do: Check: What percentage of time would others say you talk or explain your views vs. question to understand theirs? Probing questions that begin with “what” reveal others’ valuable ideas, perceptions, issues and recommendations. They also build new creativity and loyalty. For a list of questions that invite stronger thinking, decisions and constructive actions from stakeholders, go to Questions That Build Value and Engagement.

Be More Generous: Wendy was generous with recognition and spot bonuses, but chose to be more generous personally. She showed up in person to help people in the tough times. She added her hands and spirit to support their efforts. If they stayed late, so did she. She went to the mat for resources and opened doors that supported their success. They saw she cared more so they did too.

What You Can Do: Invite new effort as you would invest in nurturing in a new friendship. Think what others like, value and need and then get creative about offering it. Sometimes it is as simple as a handwritten note of encouragement or appreciation. Other times, it is substantial “gifting,” but remember, as with attracting a new friend, assure you deliver your generosity in a great mood (or your efforts won’t work!)

Be More Forgiving: Forgiving? It was a new business idea for Wendy. Forgiveness is a practice of releasing distressing, draining and recurring disruptive thoughts quickly. The practice freed Wendy to focus her energy on creating the future vs. rehashing the past. Starting each interaction and meeting with a “clean page” also helped her key players to recover more quickly after the “life happens” events that distressed and surprised everyone.

What You Can Do: Ask yourself: How much do my old resentments suppress my and others’
energy, creativity, and openness to what is possible? How much stress do I add to myself and others by staying mad, suspicious, or cynical? What’s most important, holding on to past disappointments, mistakes and resentments or getting on with creating a better future? For simple, powerful ways to forgive, read Give It to the Goat.

Business Impact

Wendy found these “Impact Multiplier” practices felt easier and more “natural” with her staff than with peers and contractors, but her efforts with all of them paid off. Staff complained less and delivered more. Feeling “safer,” they surfaced concerns sooner and took risks to improve more willingly. Peers, despite the pressures they too felt, offered her more of their time, ideas and cooperation. Most surprisingly even contractors became more creative about pricing and terms as Wendy built their appreciation and loyalty.

What’s Next

If you or leaders you coach want to access more productivity and profitability from people you rely on for success, give me a call. Our first conversation is always free and I will respond to referrals as happily as I will welcome hearing from you. I’d like to support your success.

Liked the article? Didn’t like it? Have any questions? Drop me a line mkimbell@corporateadventure.com. I’d love to hear from you!

All the best,

Meredith Kimbell
Executive Advisor,Strategy Consultant
Corporate Adventure

Leadership Coaching Notes uses real or composite client examples drawn from 25 years of coaching and consulting with leaders committed to solving their toughest personal, interpersonal and organizational issues.
Unless otherwise attributed, all material is copyrighted by Meredith Kimbell © 2011. All rights reserved. You may reprint any or all of this material if you include the following:
“Leadership Coaching Notes © 2011 Meredith Kimbell, Corporate Adventure, Reston, VA. Used with permission.”