Last week’s blog post introduced differences in the way organizations turn thinking into action. I organized the distinctions by contrasting two attributes of an organization’s culture: The organization’s tolerance for ambiguity and the organization’s preferred influence style. In this post, I want to flesh out the distinctions a bit more and then consider how becoming attentive to your preferred mode of turning thinking into action can help you get unstuck.
The mode of turning thinking into action characterized by a low tolerance for ambiguity and a preference for influence by persuasion, I call “operate” mode. Operate mode moves to action quickly and discussions often feel like competitive sales pitches. Operate mode eschews process and structure. Rule following is seen as time consuming. Operate mode has a bias for trusting the judgment of a passionate, forceful leader who will bend the future to his or her will. Operate mode sees little value in taking the time to build consensus through processes that tap into the organization’s collective wisdom. When in operate mode, introducing nuanced distinctions among options will be judged as unproductive “navel gazing.”
Operate mode serves an organization well when it produces something customer’s value. As long as there is a market for an operate mode organization’s products and services, moving fast and selling hard works. When the value proposition changes because customers’ needs have evolved, operate mode can get an organization stuck.
The mode of turning thinking into action characterized by a low tolerance for ambiguity and a preference for influence by alignment, I call “regulate” mode. Regulate mode is methodical and consistent. Discussions in regulate mode feel formal and predictable. Regulate mode places a high premium on years of experience in the company. If a process or methodology doesn’t dictate how best to handle a situation, the organization will follow a leader who has dealt with the situation in the past. In regulate mode, people want information before they act. In regulate mode, influence takes the form of presentations with a lot of detail about what is happening and how it will happen. New ideas don’t get surfaced casually when in regulate mode. One needs to prepare carefully before suggesting something new, provide evidence that the idea is workable and a business case that demonstrates the idea is worthwhile.
Regulate mode serves an organization well when the customer value proposition includes risk mitigation. As long as a regulate mode business is seen as a trustworthy option, customers will pay a premium for its products and services. When innovations provide customers with faster or cheaper yet equally good alternatives, regulate mode can get an organization stuck.
The mode of turning thinking into action characterized by a high tolerance for ambiguity and a preference for influence by persuasion, I call “debate” mode. In debate mode, skill, expertise and intellect are highly valued. Discussions in debate mode feel stimulating to those who want a rigorous exploration of a topic. Taking action in debate mode feels less important than considering every angle. Authority in debate mode is correlated with expertise. Debate mode embraces ambiguity because it allows every situation to be analyzed and litigated anew.
Debate mode serves an organization well when the customer value proposition is based on superior product quality or service excellence. As long as minor adjustments or extensions to existing products and services continue to be seen as valuable, there will be customers for debate mode businesses. When new market needs require agile responses, debate mode can get an organization stuck.
The mode of turning thinking into action characterized by high tolerance for ambiguity and a preference for influence by alignment, I call “relate” mode. In relate mode, collaboration is highly valued. Discussions are characterized by a desire for shared understanding; leaders seek alternative points of view and include people with diverse backgrounds and beliefs. Opportunities to act emerge when something looks interesting. In relate mode, people put their trust in their colleagues’ ability to marshal resources to get the job done. Because relate mode requires empathy and curiosity, relate mode organizations have long standing affiliations with customers, clients and other strategic partners along their supply chain.
Relate mode serves an organization well when customer loyalty is paramount. As long as customers and business partners value their relationship with the organization, the relate mode business will be presented with new opportunities. When customers and business partners retire, change jobs or otherwise reorient their priorities, relate mode can get an organization stuck.
When your thinking to action mode becomes a trap
Like many overused skills, your organization’s default thinking to action mode can turn counterproductive when you fail to notice that the usual response to challenging situations fails to make things better. For example, if you prefer to work in operate mode and your customers have become disenchanted with your offer, thinking up new ways to persuade your customer to make a purchase signifies being caught in a thinking to action trap.
The Unstuck Minds Compass™ is comprised of four strategies for changing the way you think with others about persistent problem or daunting opportunities. The strategies introduce questions about your situation that you may neglect to ask if you have been trapped by your preferred mode.
- Contextual inquiry helps a stuck team zoom out by introducing questions about what is changing in the environment.
- Critical inquiry helps a stuck team zoom in by introducing questions about interrelationships within an organizational system.
- Collaborative inquiry helps a stuck team by directing their attention to informal social networks and the thoughts and feelings of diverse stakeholders.
- Creative inquiry helps a stuck team by questioning assumptions and focusing attention on insights about unmet needs.
Each strategy provides a helping hand when you notice that the usual mode of turning thinking into action has started to feel like being mired in quicksand.
For organizations stuck in operate mode, collaborative inquiry comes to the rescue by providing missing perspectives. To get unstuck, operate mode leaders will have to learn how to be influenced by what they hear when talking with stakeholders and they will need to develop the capacity to remain open to additional input even if it means postponing action.
For organizations stuck in regulate mode, creative inquiry comes to the rescue by providing novel options. To get unstuck, regulate mode leaders will have to get comfortable letting go of the need to see a business case for every idea someone wants to raise. Regulate mode teams will need to spend time openly questioning the assumptions behind existing routines and methods.
For organizations stuck in debate mode, contextual inquiry comes to the rescue by providing a way to prioritize the big picture over getting all the details right. To get unstuck, debate mode stakeholders will have to learn how to question whether settling a point of contention or getting additional input will make a meaningful difference in terms of choosing a course of action.
For organizations stuck in relate mode, critical inquiry comes to the rescue by providing a way to set standards for objectively evaluating opportunities. To get unstuck, relate mode teams will have to learn how to say, “no” even when something looks interesting. To get unstuck, relate mode leaders need to analyze options to determine what makes the most sense for the future and then invest in executing on the strategy better than anyone else.
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