Is Conformity Keeping You from Success?

Social conformity is a powerful and hidden motivation that influences our decisions and strategic planning in ways we don’t even realize or understand. It’s called “that’s the way we have always done it.” This is a way of thinking that hinders innovation and success. Let me demonstrate the power of conformity with this personal experience…

Recently I joined a few friends at an NBA game. Tickets were free, parking was free and we sat in a private box. Even the food and drinks were free! Who could say, “No?”

Initially we were all acting very proper because of the luxury trappings that surrounded us. It was a close game and soon we were all behaving like the less fortunate people that were sitting in the cheap seats.  We were all cheering, standing, shouting, and high-fiving each other. Decorum quickly died. Assisted by prompts on the scoreboard, we were screaming and behaving like “true fans” by halftime.

Midway through the third quarter, the huge video monitor above center court displayed the “Kiss Cam” – random shots of couples in the arena. The activity dictates that when the camera is pointed at a couple they would smile and smooch. It was an entertaining distraction while the teams strategized during a timeout, especially when one young guy refused to kiss his “date.” As the crowd began to boo, the guy mouthed the words, “She’s my sister!”

But he kissed her on the cheek anyway and the crowd erupted. Conformity is a powerful thing.

The behavior in the arena that night got me thinking about how the need for conformity impacts our organizational decision making and strategic planning. Our corporate cultures can be so strong, that we stop questioning our decisions and planning.

If your organization needs to innovate, but is stuck in “the way we’ve always done it” mentality consider these tips for re-framing your decisions and plans.

  1. Beware the “sunk cost” trap: Often times we support a decision or system simply because of the time and money already invested in the solution. Before sticking with the status quo, ask yourself, “If we were making this decision all over again, would our current path be the best decision for achieving the objectives we had set for ourselves?” If not, reconsider.
  2. Behave like the enemy: The military uses a process that is called “Red Teaming.” It’s where they gather a group of subject matter experts and review plans and decisions through the eyes of the enemy. They look for holes or weaknesses in your thinking. Businesses are beginning to adopt this process to expose questions such as; How might your competitor sell against you? How can they overcome your new product launch? How can they position their services to steal business with a mutual client? What can they do that might completely disrupt the way you do business?
  3. Develop a tiger team: Some of the most innovative organizations spin off a small team of people with varied backgrounds and allow them to solve complex problems in a new environment – physically removed from the prevailing culture. They might take on a new name, benchmark different industries, and run pilot projects to test the waters and avoid conformity.

Moving forward, avoid falling into the “that’s the way we have always done it” way of thinking. Challenge yourself, your teams and your associates on a regular basis to get out of this destructive way of thinking. Take action to overcome the comforts of what is accepted as “normal.”

Reprinted from Action Management Associates

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Filed under Critical Thinking Tools, Decision Making, Group Effectiveness, Red Teaming, Strategic Thinking

Foster Creativity by Neutralizing its Enemies

By Lou Quinto
Executive Coach and Speaker

Everyone can agree that creativity is a crucial ingredient in the success of any organization. CEO’s demand it because they know creativity is a strategic weapon in the war against the competition.

However, within most organizations there are people – let’s call them enemies – who perpetually squash creative thought and ideas – some do it unconsciously, while others see it as their duty to protect the organization from failure, excess spending, and misuse of resources or poor allocation of time.

In my experience there are usually four distinct enemies of creativity for which I am always on the lookout during a creativity session (a.k.a. brainstorming session.) They are:

The Intimidator – This may be your boss’ boss, a subject matter expert, or someone who just sucks all the air out of any room in which they are. Whenever they are around other people will embrace and support the “norm” for fear of retribution or ridicule. Thus, the intimidator causes “in the box thinking,” sometimes without opening their mouth. Just their presence is enough to cause people to suppress their creativity.

The Standards Protector – This person is easy to spot because they are always reminding you, “That’s not the way we do things in this organization.” They are the self-appointed protectors of tradition and standard business practices.

The Risk Avoider – Some might refer to this person as the “Devil’s Advocate.” This person is always looking for “alleged” risks and will smother every new idea with “assumed” negative consequences before a new idea has a chance to breathe.

The Creature of Habit – If it requires change, this person will do whatever it takes to protect the status quo. He – or she – hates change. Change upsets their mental psyche and causes them to spend hours thinking about the pain a new way of doing something will cause them to endure. They will be the ones kicking and screaming the most.

You can protect your next creativity session by following these simple rules:
1. Defer judgment on all ideas until you have completed your brainstorming. This means no comments on any idea until the end.

2. Set a goal of the number of new ideas you want and set a time limit. Aim high in number of ideas. Quantity does encourage quality. Set a short time limit, such as 10 minutes. People work well under pressure. Appoint a timekeeper or have a digital stopwatch visible to all.

3. Don’t ask of each idea, “Will this work?” In most instances you do not have the facts in the room to make that determination. You need to leave your creativity session and begin to gather facts which will then allow you to decide if an idea will work. If not, you are encouraging decision making with assumptions and guesses. This is when all four enemies will devour and discredit any idea that has slightest smell of being creative.

Lou Quinto has been working with companies and their associates internationally for over the past 25 years primarily in the area of critical thinking and communication skills. He is a Master Coach and Keynote Speaker for Action Management Associates in Plano, TX and a Senior Consultant on the Leadership and Organizational Effectiveness team for Executive Development Associates in Oklahoma City, OK. You can read more of his insights on his blog Metacognition or you can contact him at Originally from New Jersey, today Lou resides in Indianapolis, IN.

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Critical Thinking or Creativity: Which is Most Crucial

By Lou Quinto
Executive Coach and Speaker

Imagine this, experts are divided on which skill is most important to business and personal success – critical (rational) thinking or creativity. It’s like watching FOX News and MSNBC report on the same event, but as usual, both reach different conclusions. Who can you trust?

So, which skill – critical thinking or creativity – is most important?

They both are! They’re two sides of the same coin.

Experts do agree that both critical and creative thinking are essential. Some even include creative thinking under the category of critical thinking. Why are both critical and creative thinking essential? To solve problems you must think deductively and rationally (critically) whereas in other instances you need to think expansively and innovatively (creatively). If you were to approach all problems from a purely rational, deductive manner, you would never exceed current levels of achievement. Conversely, if you were to approach all problems creatively, you would never understand why something wasn’t working and be able to take corrective action. Many problems require a blend of the two approaches. To focus on developing one and ignoring the other not only risks ineffective problem solving but it runs the risk of stifling “forward-looking” or “progressive” solutions and reactions.

Lou Quinto has been working with companies and their associates internationally for over the past 25 years primarily in the area of critical thinking and communication skills. He is a Master Coach and Keynote Speaker for Action Management Associates in Plano, TX and a Senior Consultant on the Leadership and Organizational Effectiveness team for Executive Development Associates in Oklahoma City, OK. You can read more of his insights on his blog Metacognition or you can contact him Originally from New Jersey, today Lou resides in Indianapolis, IN.

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Filed under Creativity, Problem Solving, Uncategorized

Change Happens!

By Lou Quinto
Executive Coach and Speaker

Everyone has heard the phrase, “change is constant.” But yet when we are faced with change our first reaction is to cringe or loudly object. Why is that?

The reason for the reaction is because change indicates – more times than not – that we are going to lose something. It can be something as simple as just losing the comfort of doing your job the way in which you are accustomed. We are creatures of habit and don’t like forces which make us step outside our comfort zone. Most organizations implement change in a way that is perceived as cleaning out a basement. They get rid of things. This makes implementing change both personally – and in an organization – painful. And, the slower you take to actually implement change, the more painful it is because people cling to the false hope that in the end everything will remain the same.

In order to succeed change must occur, and often. The world is not standing still. Once successful and prosperous companies that did not embrace change have gone the way of the dinosaur. One does not need to look any further than Kodak. My children do not – and will not – know what a “Kodak Moment” is. Their Kodak Moments are now “Instagram Moments.”

Every smart business person understands that what worked last year, probably won’t work this year. If you’re still running your business, managing your staff or just doing your job using a “2008 Play Book” or strategic plan you will lose… and fast! Look at companies like, Google, Amazon, Facebook and Twitter. They are reacting and changing at breakneck speed, and winning.

During your next meeting listen for the two phrases which shout that your organization and the people in it are not readily accepting of change and entrenched in doing business they way they always have. Those phrases are; “That’s not the way we do things here” and, “We have never done it that way before.” Be brave and shout back, “Why not?” Don’t cling to techniques, methods, management practices or product lines (see Kodak) that are “comfortable” because they were successful at one time.

In the future… Tomorrow… when implementing changes, consider the following in order to move through the rough patches and get back on solid footing.

1. Expect Emotion: Leaders are typically very good at planning the structural side of change, but ignore the people side. Realize that the brain’s natural response is to view change as a threat. People need time to accept change, so acknowledge their feelings by hearing them out. Give them time to mourn.

2. Validate Concerns: When team members share concerns, our natural response is to counter these concerns with how we plan to overcome them. This can be perceived as you are not listening. Instead, spend time acknowledging the legitimacy of the concerns before offering ideas for moving forward or the benefits of changing.

3. Don’t Expect Immediate Results: We often say there is a “learning curve” associated with any change. What we fail to acknowledge is that the curve always trends downward before finally showing the promise of a performance enhancement. Embrace discomfort and allow time for temporary failure. Otherwise, people may mistake the performance drop as a sign that the change was a bad idea. Improvement takes time. Be on the lookout for even the smallest successes and celebrate them to show progress.

Lou Quinto has been working with companies and their associates internationally for over the past 25 years primarily in the area of critical thinking and communication skills. He is a Master Coach and Keynote Speaker for Action Management Associates in Plano, TX and a Senior Consultant on the Leadership and Organizational Effectiveness team for Executive Development Associates in Oklahoma City, OK. You can read more of his insights on his blog Metacognition or you can contact him Originally from New Jersey, today Lou resides in Indianapolis, IN.

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Filed under Group Effectiveness, Strategic Thinking

Drop the Anchor and Promote Creativity

When I’m working with a group of leaders who are looking for the secrets to innovation, I ask them two questions:

1. True or False? The population of Turkey is 7 million.
2. What is the population of Turkey?

Let me guess. You were expecting something more exciting. Perhaps you haven’t thought very much about the population of Turkey. In fact, for a particularly sorry, and funny, example of how little some people have thought about certain countries, checkout this video from “Are You Smarter than a Fifth Grader” (hint: NOT this person!)

The truth is the above questions about the population of Turkey have a lot to do with how you innovate.

Consider the groundbreaking research published in the journal Science back in September of 1974. Amos Tversky and Daniel Kahneman wanted to test a hypothesis. So, they asked two groups of people a slightly different question about Turkey’s population. To one group, the population in the true/false quiz was stated as 5 million.

For the second group, it was 65 million.

Researchers demonstrated that the number presented in Question #1 (True/False) greatly influenced the response to Question #2. In fact, the second group when presented with the higher figure in Question #1 (65 million) guessed the population to be twice as large as those presented with the smaller figure. This is a phenomenon that the researchers called “anchoring.”

The same phenomenon plagues our attempts at innovation today. We host brainstorming meetings under time pressure. As ideas are offered, we latch on to one of the first ideas that seem interesting. We might even discuss its ease of implementation. To get things back on track, the facilitator will ask, “OK. What other ideas do you have?”

But it’s too late. The group has already anchored on the idea that was discussed, innovation slows to a halt and the remaining ideas tend to stay similar to the idea that was discussed in detail.

If you would like to overcome the negative effects of anchoring in your organization, try these helpful tips during your next idea generation session:

1. Avoid Clarification – When ideas are offered during brainstorming, you may be tempted to ask someone to clarify their idea. Instead, move on to the next idea. Discussion is the precursor to anchoring, and you must establish clear separation between time devoted to offering ideas, and time devoted to discussing them.

2. Set A Goal – During your brainstorming sessions, establish a goal for how many ideas you would like to generate. This will keep you focused on speed, and reduce the likelihood you will stop and discuss the suggestions. For even complex problems, 30 ideas in ten minutes is certainly achievable.

3. Beware the “Fallacy of the Deadline” – When time is tight, brainstorming seems like a frivolous activity. Anxiety increases and we tend to latch on to the first idea that sounds feasible. The truth is, once a problem is well-defined, idea generation does not take much time. Set aside specific time for “out of the box” idea generation (15-20 minutes) where anything goes, and assure everyone that discussions of implementation and action planning will soon follow.

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Filed under Creativity, Critical Thinking Tools

Positive Discussions Encourage Creativity

By Lou Quinto
Executive Coach and Speaker

In the past several years I have worked with the IT departments for several Fortune 500 companies. With each company I have encountered depressing stories about unproductive and highly negative interactions that have taken place in their “post implementation review” meetings – known in the IT vernacular as a PIR. A PIR is conducted at the conclusion of the implementation of an IT project for continuous improvement purposes. The objectives of these meetings include identifying areas where improvements can be made to the implementation process for the next project. The agenda usually includes three focal points 1) discuss the outcome of the most recent project, 2) identify successes and opportunities, and, 3) brainstorm potential improvements when planning the organization’s next big initiative.

Seems innocuous enough, right; maybe even productive.

But the actual meeting can be anything but productive. In a room full of high-achievers, people shine the light on all of the trouble spots and create a laundry list of things that went wrong. Brainstorming soon morphs into “Blame Storming”. Everyone leaves the meeting bruised and battered.

On the surface, our focus on problems and trouble spots seems to be in keeping with the spirit of continuous improvement. Unfortunately, when the meeting focuses just on what went wrong, it destroys your ability to be productive.

In his groundbreaking research on group dynamics, researcher Marcial Losada identified 15 high performing teams based on profitability, customer satisfaction, and peer reviews. He then recorded their interactions during planning meetings, contrasting their communications with 26 mid and low performing teams. He found that the mean “positivity ratio” of the high performers was three positive comments to every negative comment. For the low performing teams, the ratio was 0.4 to 1. He also observed that following bouts of negativity, teams lost their ability to flex their behaviors and to question appropriately. Team members simply devolved into an endless loop of self-absorbed advocacy for their own positions.

So what’s the learning for us? In order to encourage high levels of critical thinking in your team meetings, do the following:

1. Start with the positives: Unless we acknowledge that there are many strengths we can leverage, there is a danger that we will focus only on our weakness, closing the door to innovation. You want to remember and reinforce everything that went well so you can build on your success.
2. Spontaneously appreciate: When people are challenged, their natural response is to go into fight or flight mode. To keep people in the collaborative mindset necessary for effective problem solving, first identify the positives of all ideas before offering concerns.
3. Be generous: It’s hard to overdo it. Further research by Barbara Fredrickson at the University of Michigan found there to be an “upper limit” to positivity, but it doesn’t kick in until you reach a ratio of 11:1. But, make sure your appreciation is genuine, as a lack of sincerity in discussing strengths can do more harm than good.

Employ these tactics consistently at your next series of team meetings, and I am “positive” you will see improved results in your critical thinking.

Lou Quinto has been working with companies and their associates internationally for over the past 25 years primarily in the area of critical thinking and communication skills. He is a Master Coach and Keynote Speaker for Action Management Associates in Plano, TX and a Senior Consultant on the Leadership and Organizational Effectiveness team for Executive Development Associates in Oklahoma City, OK. You can read more of his insights on his blog Metacognition or you can contact him at Originally from New Jersey, today Lou resides in Indianapolis, IN.

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September 10, 2013 · 8:49 am

Implementing Change During Times of Adversity

If the recent string of cruise ship problems over the last year has you changing your vacation plans, you’re not alone. Four Carnival cruise ships have experienced trouble at sea ranging from power outages to steering problems. The long-term impact to Carnival’s business depends largely on their response to this crisis.

It’s situations like this that have business leaders wondering how their company would respond in a time of crisis or adversity. Perhaps you don’t have responsibility for such visible crises but what about the “everyday” crises you experience with your sales force, teams and departments? Crises such as losing an important client, losing to the competition, or losing market share? It’s important to recognize that managing people and processes in a crisis is the same as managing them under normal circumstances. However, what’s distinctive in a crisis situation is the urgency, focus and potential negative consequences that highlight the inadequacies that were already present. The way to address the crisis is to first establish solid problem solving practices and a common language for non-crisis situations – and this may require changing the culture of your organization. Second, create a strategic plan to guide you through the current adverse situation.

In working with many large organizations over the years I have found that the following are distinctive traits in those organizations that are successful in changing their problem solving culture. These unique traits are relevant for any culture shift:

Understand why the shift is vital and communicate: Identify and clearly articulate the reason for the culture shift. Identify what would happen if no shift occurred. Identify the expected result and benefit when the shift does occur. And, of course, couch all change actions with a focus on “what’s-in-it-for-me” for each audience.
Overall management commitment: Key organizational management understands and articulates the reason for the shift. Management is “on-board” with the need for the change and the process that was used to achieve the shift.
Key stakeholders and drivers: Often there is a person or small group that is passionate about the need for the culture shift and they have the ability to adjust priorities (including financial) to bring about the needed changes.
Consistent message and support: Messages are communicated clearly and frequently. These messages are also supported in the actions of management. Expectations for change are consistently coached and encouraged by managers. Everyone in the company must understand that the current culture took a long time to develop and it will take time to change the culture. During times of change people push back because they focus on what will be lost. Your message must focus on all of the good things that will be gained.
Common language and processes: Through training and other communication, a common language and set of processes for addressing problems was established. The common language was reinforced through statements, personal actions and coaching of individuals at every opportunity.
Effective interdepartmental communication: Departments must interact well with one another and use the common language and processes that have been established.
Celebrate the “wins”: Organizations find it helpful to point to examples of success that give people a visible example of achievement and benefit. They make a “big deal” about the success so that others are encouraged and motivated to accomplish the same.

In short, crisis management is all about managing change in a culture with which people are comfortable. Shifting the culture of your organization will cause discomfort and push back will hinder your successful implementation. It takes strategic planning and effort to change a culture to one that is resilient in times of crises and adversity.
Action Management Associates

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Filed under Problem Solving, Strategic Thinking