This week’s focus: When executives communicate their vision or a major initiative, they typically focus on a big set piece event. But relying on these events – and the associated mouse mats, banners and t-shirts! – to gain support and commitment for your strategy is misguided. Simply put, your people won’t necessarily believe you.

It is your daily actions and decisions that your teams will use to gauge the real importance you attach to the new strategy. I tell my executive coaching clients that they should expect to communicate their strategy at least 6,000 times. This is because a strategy typically lasts at least 3 years, you have at least 200 work days each year and will attend10 meetings a day – 3x200x10 = 6,000!

How many times have you communicated your strategy? And how well do you relate your strategy and high-level goals to your daily actions and decisions?

Off the record: Everybody’s Talkin’ by Harry Nilsson

Everybody’s talking at me

I don’t hear a word they’re saying

Only the echoes of my mind

© Stuart Cross 2011. All rights reserved.

This week’s focus: Today I am speaking at the Start Up Business Show at Earls Court, London. At a time when the economic news continues to be little better than morbid, over 30,000 people are expected to attend this year’s event.

My advice for the attendees is the same as it is for established businesses: your success is determined by three factors – customer resonance with your offer; competitive distinctiveness, and a robust business model.

Critically, you need all three to thrive. Customer resonance and competitive distinctiveness without a sound business model means that you simply ‘flatter to deceive’; customer resonance and a good business model with little competitive distinctiveness leaves you ‘lost in the crowd’; and if you have competitive distinctiveness and a strong business model but no customer resonance then you’re left sitting at a ‘table for one’.

Off the record: On A Clear Day (You Can See Forever) by Alan Jay Lerner

On a clear day, rise and look around you

And you’ll see who you are

On a clear day, how it will astound you

That the glow of your being outshines every star

© Stuart Cross 2011. All rights reserved.

This week’s focus: It takes a photon of light just eight minutes to travel the 150 million km from the sun through the vacuum of space to the earth. Yet it takes that same photon 10,000 years to travel the 500,000 km from the sun’s core to its surface.  The density of the sun means that the photon is forever bumping into other photons. At the heart of the sun, the speed of light is effectively a standstill.

Many business leaders highlight need for pace when they really mean they want the organisation to do more. Yet driving pace without focus creates an organisation packed with photons going nowhere. As one initiative hits all the others it simply loses momentum, slows down and achieves little.

Pace is increased when you do fewer things well, not when you try and do too many things at once. Where do you need to create greater focus to increase the pace and performance or your organisation?

Off the record: Here Comes The Sun by The Beatles

Little darling, I feel the ice is slowly melting

Little darling, it seems like years since it’s been clear

Here comes the sun, here comes the sun

And I say, it’s alright.

© Stuart Cross 2011. All rights reserved.

This week’s focus: Your ability to get anything meaningful done is directly proportional to the magnitude and excellence of your relationships.

As I write this week’s post the Greek government is in turmoil, and the Eurozone is in crisis. The root of the chaos is economic, but this week’s events have been created by poor relationships. In the burning crucible of economic decline, the Greek PM, Mr Papendreou, has simply been unable to develop strong enough relationships with his cabinet, his party, his people or other European leaders to lead the proposed, but painful changes effectively.

It’s the same in business. When you use your position of power to tell people what they must do, you will only, at best, get compliance and lip service. Sustainable change only happens where there is genuine commitment, and commitment is built on the shoulders of high quality relationships.

Where are you building the high quality relationships necessary to deliver rapid, sustainable performance improvement?

Off the record: You’ve Got A Friend In Me by Randy Newman

When the road looks rough ahead

And you’re miles and miles from your big warm bed

Just remember what your old pal said

Boy, you’ve got a friend in me!

© Stuart Cross 2011. All rights reserved.