The Cycle of Leadership by Noel M. Tichy

The Cycle of Leadership by Noel M. Tichy

Author:Noel M. Tichy [Tichy, Noel M.]
Language: eng
Format: mobi
Publisher: HarperCollins
Published: 2009-03-16T14:00:00+00:00


Sales Meetings

Accenture is also creating Virtuous Teaching Cycles in other ways. What used to be “rah rah” sales meetings with talking heads are now “teach-ins.” “Everybody’s looking at all the ways in which we can crank up this cycle development,” says Tolan. The meetings now are “really all about getting alignment of our Teachable Point of View, but then letting our partners have access to each other and getting out of their way so they can share their innovations and their market successes.”

After she had described one sales meeting for 550 partners, I asked Tolan if she personally had left the meeting smarter. She replied: “Absolutely. I was really surprised and much more convinced at the value of these investments. You know, I was sort of a big contrarian in the sense that this is a huge time and travel expense. Yet I took the mentality that this is an investment in growing the business. It was surprising to me just how effective it was, what I learned, and how important it is to get messages directly to the partners and not filter through layers.

“I also learned a lot of things about just where certain partners are and where the business is in different parts of the world. I understand the market and their opportunities better, so it gives me a lot of insight in terms of how to help them next, and what’s the next thing to do to help that piece of the business.”

The sort of multi-effort approach that Accenture is pursuing is precisely what is needed to build a real Teaching Organization. Each company will build infrastructures and programs unique to their situations and the personalities of its leaders. But the ones that succeed will all reflect a mind-set and Teachable Point of View that says that teaching and learning are critical core competencies. So they will actually follow through and make the needed investments to build Virtuous Teaching Cycles at various levels and with different constituencies throughout the organization.



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