Three Levels of Support and How to Recognize Them

In the workplace, as leaders or individual contributors, we often have the need to influence others to gain their commitment and cooperation. (This skill is also quite useful at home!) There are three levels of buy-in we can get from others: commitment, compliance, or opposition. Although you may have to settle for compliance from time to time, your effectiveness may depend on your ability to get commitment from the key people you work with, both within your area and in other functions and departments across the organization. It’s important to examine your approach and its effect on others, to avoid being blindsided by another’s lack of commitment. Let’s look at the three levels in a bit more detail.

Commitment is your goal. You are most successful if the other person agrees with the action or decision you are asking her to carry out. A person with commitment is dedicated, puts forth her greatest effort, and shows initiative in finding the best way to do the work. Commitment brings with it self-discipline that does not need monitoring. People who are fully committed are willing to go above and beyond what is required without any outside pressure to do so.

Compliance occurs when the other person carries out the requested action, but is apathetic and makes only a minimal effort. Here you have limited success: you did get the desired action, but not necessarily the optimal outcome. Compliance is unlikely to result in innovative, collaborative solutions to a problem and will probably need more monitoring and oversight on your part. There are some rare cases, however, where compliance is all that is required, such as punching in at the end of a shift. Typically, though, even the simplest tasks can be done to varying degrees, for instance completing an expense report or leaving a room better than you found it (not just as you found it).

Resistance is the final possibility and applies to the person is opposed to your request or plan and tries to avoid carrying it out. It shows up in various ways and may be obvious or subtle. The person may actively work against you by going to upper management or soliciting others to oppose you. Alternatively, he may simply delay acting in the hope that you are not committed to the effort. Some of the most destructive workplace behaviors is when someone in resistance pretends to comply but tries to sabotage the effort.

There are a number of strategies for exerting influence on others. Before we get to those, consider these three levels of support, both that you get from others and that you recognize in yourself. Where are you getting full commitment from your co-workers? Did you do anything in particular to receive their cooperation? Are there situations where your efforts are opposed? How about your own show of support for others? Are you doing all you can to foster a supportive working environment? Supporting the efforts of others is a great way to strengthen relationships, build your own support, and nurture the workplace. Take some time to answer these questions and follow along as we explore ways to be more effective at influencing others.

The High Cost of Values

Much is written today about the need for values in the workplace. It sounds so fine and noble to call ourselves people of high values, but are we always aware of the high cost of such a commitment? I remember a situation years ago where my commitment came under fire.

I was a recruiter for a non-profit organization. We, like so many employers, had a new hire drug screening policy. I had an applicant for a finance department opening who had previous experience working for a major competitor. The head of finance really wanted to hire this person, even after he failed the drug test. Our organization had never hired anyone who failed, so I felt confident my decision not to hire would be supported by our CEO. It wasn’t. The CEO felt the financial information the new employee had from his past employer was too valuable to pass by, and legal counsel suggested that it was unlikely that our decision would be discovered and successfully challenged. It was never considered that the information this person had was confidential and sharing it with us would not only have been unethical, but would most likely have violated a confidentiality agreement he would have signed upon taking his job.

Not only did I lose that argument, I paid a greater price. Shortly after this incident, a position opened up at a sister facility in a location to which I wanted to relocate. A member of management at my facility said I would not receive a favorable recommendation for the position because I was seen as “inflexible” in my stance that we abide by our drug-free policy regardless of the candidate.

While that was demoralizing at the time, thankfully the story did not end there. The employee was hired, but soon developed an attendance problem and was ultimately fired. (There is a reason employers screen out drug users!) The financial situation of our facility did not improve dramatically as a result of this person being hired, and eventually the head of finance was also let go. The sister facility in my desired location closed within a year or two and I did relocate there on my own, having accepted a lateral position with a competitor.

It took a while for all of this to occur. It was a very difficult period in my professional life, yet I wouldn’t do it any differently. If you’ve been working a while, you’ve probably experienced similar things, and you may not have had the vindication I had. Still, without our values, what do we have that is lasting?

Gather the Facts First

Employees face a number of issues at work and often come to their supervisors for assistance or even a solution. Years ago I had a staff member who loved to drop the “hot potato” in my lap and then expect me to deal with it. Eventually I learned to turn it back on her, requiring her to present a solution whenever she had a problem to discuss with me.

One time, during a discussion about her productivity, she told me that she could not get any work done because she was constantly being interrupted by visitors asking her where various departments were located. We worked in a hospital and were situated near a side door, nowhere near the information desk located up front. She suggested I propose to management that a receptionist be hired and stationed at the side entrance. Knowing that any notion that additional staff be hired would need substantial support, I had her track her interruptions for one week. This would give us an idea of how busy this new person would be. How enlightening it was for her to discover that her “constant” interruptions occurred at the rate of just one per hour! This simple strategy resulted in her realizing that interruptions were not the cause of her inefficiency.

Those familiar with CQI – Continuous Quality Improvement – will recognize the need to gather and analyze the data. Assumptions, impressions, and generalizations are not sound bases for making organizational changes or for disciplining employees. One of my greatest mentors taught me to conduct my fact-finding first, and then work out possible solutions. This disciplined approach never let me down over the years.

Are You Limiting Your Potential?

Do you have a clear vision for your professional success? A vision is a thing or idea perceived vividly in the imagination. It answers the question, “What would it look like if I achieved my purpose and my specific goals?”

It’s not unusual to limit our personal vision with negative thoughts or scarcity thinking. To see if you have this tendency, see how many of the following thoughts you find yourself holding from time to time.
• I can’t have what I want.
• I want what someone else wants.
• It doesn’t matter what I want; I can’t have it.
• I’m not smart enough (or educated enough).
• I don’t have enough money (or time).
• I’m too old (or too young).
• I’m not tall enough, thin enough, good-looking enough, talented enough…
• My spouse (partner, boss, kids, parents, etc.) won’t let me.
• I am afraid of what I want.
• I don’t know what I want.
• I know what I want, but I can’t have it at work.
• I have what I want, so what?

Did you see yourself in any of these statements? Perhaps you hold a limiting belief not listed here. Whatever the thought may be, take a moment now to examine it. Let’s assume your “limitation” is a fact, such as age. What if you’re over 60? Can you think of anyone over the age of 60 who achieved a vision? Of course! The very first hit of a Google search listed the following achievers over the age of 60: Ronald Reagan, Sam Snead, Gandhi, William Jennings Bryan, Benjamin Franklin, Frank McCourt, Leonardo da Vinci, Leo Tolstoy, Michelangelo, and Winston Churchill. How about not having enough money or time? When you really think about it, I’m sure you’ll be able to think of at least one person who overcame similar circumstances.

A number of the limiting thoughts are attitudes, not unchangeable facts. You could face your fears, risk disappointing your spouse, determine what would make your heart soar, and even change jobs, if you wanted to badly enough. In truth, most people let seeming limitations hold them back because it’s safer that way. If we don’t try, we don’t fail. As Confucius put it, “Our greatest glory is not in never falling, but in rising every time we fall.”

The Value of Diversity

Diversity is a big buzz word today, as the world shrinks ever smaller with our expanding technology. There are three definitions of diversity, all of which organizations would do well to value:

1) a variety of something such as opinion, color, or style
2) ethnic variety, as well as socioeconomic and gender variety, in a group, society, or institution
3) discrepancy, or a difference from what is normal or expected (taken from the Encarta Dictionary)

The second definition is the one typically thought of when we refer to diversity in the workplace. Despite the good intentions expressed by most organizations today, the number of discrimination cases the EEOC handles continues to increase. Perhaps we would benefit by expanding our understanding of diversity to include the first and third definitions as well. How well do your managers encourage varying opinions from employees, particularly when it is in opposition to the managers’ views? As an HR Director, I frequently had employees at all levels of the organization, even some senior to me, voice their opposing views behind my closed door, because it was safe to do so. The common feeling was that their superiors were open only to hearing what they wanted to hear. I was the one who heard what needed to be said.

The third definition is also of value to us. How do we respond when confronted with a discrepancy or something that is not what we expected? I recall hearing an executive tell her boss about the executive’s visit to the hospital to see an ill subordinate. The executive commented about the Bible that was on the stand next to the employee’s bed, referring to the subordinate as “one of those.” Sadly, the boss (who was also my boss) did not pick up on the offensiveness of this remark until I called her attention to it.

Truly respecting diversity is not easy, and valuing it is even harder. Regular, at least annual, diversity training is a good place to start.

The Power of Alignment

We all know what it means to align our tires, but do you think about alignment at work? Workplace alignment happens when the organization’s actions are in sync with its stated objectives and values. Alignment doesn’t usually happen on its own; it takes a conscious effort to ensure that management’s actions and the programs it implements are aligned with the overall vision of the company.

For example, a company that says it values teamwork but promotes competition among employees is out of alignment. Do a football team’s players compete with each other or with the other team? If you want a culture of teamwork, cooperation, and collaboration, you need to look at your reward and assessment programs to ensure they promote these things. While performance appraisals and related rewards don’t need to be totally team-based, there should be a component that recognizes teamwork. The old adage, “behavior that gets rewarded gets repeated” still applies.

Another common misalignment occurs in retail settings where both customer service and high individual sales performance are promoted. Sometimes these goals conflict with each other. Years ago I worked in the linen department of a fine department store. Sales staff was given aggressive sales quotas to meet to avoid receiving a cut in base pay in the next quarter. We were also told to give the best possible customer service. It didn’t take long for me to observe a clash of these objectives as sales staff competed for customers and avoided helping each other since the credit for a sale could not be shared. Often the most aggressive sales rep would get to the customer first, rather than the employee with the best product knowledge to meet that customer’s needs. If the store had clearly stated that the primary goal was to provide the best service to the customer, the most knowledgeable sales rep could have been called upon. In addition, the sales reps could have developed their own areas of expertise based on their interests, and the group as a whole would have been more effective at addressing specific customer needs.

If you’re not seeing the kind of behavior you’d like to see in your workplace, take a good hard look at what you’re truly promoting and reinforcing. Focus on your actions, not your words, for we know which of these speaks the loudest.

What Does Your Organization Stand For?

All forward-thinking companies today have either vision or mission statements (or both) and defined values. Typically these are posted at the entrance in the main lobby, discussed at new employee orientation, and included in the employee handbook. More sophisticated organizations incorporate the values into the employee and management performance appraisal process. But how well do people really understand the values and more importantly, how effectively do they live them?

In my career, I worked in manufacturing, state and federal government, insurance (both property/casualty and health), healthcare, and consulting. While everyone of these organizations had values statements (except perhaps government, but that was a long time ago), the best example of living the organization’s values came in Catholic healthcare. Not only did the hospital do all the things I mentioned above, it also had a senior level leader assigned as the mission director. She did annual training on the values which every employee was required to attend. The hospital held a yearly recognition program identifying employees who especially demonstrated one of the values in their daily performance.

The most powerful reinforcement of the hospital’s values came from the placement of triangular tent cards with the values printed on them that were placed on every conference room table. As various groups, departments, and committees met, the group members routinely referred to the values (which were right in front of them) when making decisions. Leaders in particular modeled this behavior and would often ask, “How well does this suggestion align with our values?” With the values as a guide, the organization’s decision-making was stronger and more consistent than it would have been without them. What a powerful message it sends to employees when management chooses to take a more challenging action that is in line with its stated values than an easier one.