Entries by Elizabeth Doty

Finding the “Herbie” in Your Change Initiative

For many companies, the biggest threat today is not complacency, but overreaching. When too much change is happening at once, competing initiatives undermine one another and disconnected priorities put the core business at risk. But how should change champions reconcile these competing, urgent initiatives? Eli Goldratt’s 1984 classic, The Goal, offers a counter-intuitive but powerful […]

Want to Change Corporate Culture? Focus on Actions.

To shape a positive culture, many leaders focus on articulating their organization’s mission and values — the why and the how they hope will inspire their teams to deliver. Unfortunately, almost every company has a values statement, and posted values show no significant correlation with business outcomes. However, research shows that companies that live their […]

Does Your Company Keep Its Promises?

Businesses today make a lot of promises, to customers, employees, investors and the larger world. These promises help build trust, but they also add risk. The fact is, we live in an era of transparency driven by social media, in which businesses that don’t keep their word have nowhere to hide. It is troubling then, […]

Us versus Them: Reframing Resistance to Change

Anyone attempting to lead change in an organization knows to expect some resistance; but this is no less frustrating for being predictable. Over time, you may find yourself gravitating toward those who support the change, and distancing yourself from those who openly or quietly oppose it. Unfortunately, approaching change with this sort of “us versus […]

Three Promises Every Sales Team Needs to Make – and Keep

Customer loyalty has always been the holy grail of organic growth – yet, as sales models shift toward subscription-based services, longer-term relationships have become more critical than ever before. In their classic study, W. Earl Sasser Jr. and Frederick F. Reichheld found that reducing customer churn by just 5 percent could increase profitability between 25 […]

Liberate Your Team with Clearer Processes

I am pleased to share that this post on strategy + business, Liberate Your Team with Clear Processes, has just received a 2018 Azbee Bronze Award of Excellence from the American Society of Business Publication Editors (one of many awards for the magazine). My goal was to offer a way out of a recurring challenge […]

Learning from the Persuasive Genius of Great Leaders

In my 20 years as an executive coach and advisor, I’ve found that “framing” is one of the common threads behind great leaders’ persuasive genius – both in formal presentations and one-on-one conversations.  Great leaders do not rely on facts alone to communicate. Instead, they offer new frames for what facts mean, in a way […]

How to Accelerate Learning on Your Team

Some years ago, I met an ERP implementation team that was able to deliver tangible business results in just six months, where eight other teams at the same company had stalled. The successful team’s secret? Early on, its members had given up on planning, and instead focused their time on putting live customer orders through a […]

Four Secrets for Turning Insight into Execution

We’ve all experienced that “eureka” moment during a presentation or deep discussion with colleagues – where nifty slideshow visuals or a sketch on the back of a napkin help us see how to take our business to the next level. However, we’ve also experienced how easily these insights can fade once the presentation or meeting […]