Remember what I said last week. The personal behavioral characteristics of Industry Inexperience, when properly utilized, were for me and can be for you a strong asset. Yes, it’s against everything you’ve read, and yes, it flies in the face of how most corporations operate. I used my industry inexperience (remember in all my CEO stints, never twice in the same industry) it as a basis for encouraging new ideas, fresh attitudes, and organizational adaptations that provided the fuel for rejuvenation. Let’s discuss how to get the best decision making processes possible in place by substituting inexperience attitudes for your industry knowledge or experience-based ego.
Most new CEO’s feel they have to prove something to their new employees: “I know this, I’ve done that, I was successful in this industry by taking this approach, I have an MBA from XYZ with honors”. “Follow me, I know the answers”. If they have run other companies in the same industry they exude stories of successes. If they haven’t, they present other credentials that let their employees know they’re really smart. It’s human nature; and it is highly counterproductive.
In most companies, individuals in the organization know the right answers, know the areas that need improvement, and have some insight into the good decisions, bad decisions or decisions not made. You need to tap into that knowledge base and there’s only one way to do it. Don’t be arrogant. Ask questions. Be willing to say you don’t know the answers even when you think you do. Be willing to ask what might be considered “dumb questions”. One of my favorites is to ask, “Why would anyone buy our product(s)? What product attributes or benefits do we present that others don’t? You would be amazed at some of the (non)answers.
You’ll frequently get some meaningful insight. You’ll also get some nonsense inputs of course, but you’re the big guy: filter them out. The insights and respect you will gain from asking people’s opinions strongly outweighs the time it takes to do so. When you take the opposite tack, saying you know the answers, those inputs will dry up. And one other approach that helps gather inputs: choose an office that is on the main corridor, where many employees walk by and can see you at work or even drop in. Those hidden away corner exalted offices may be good for your ego but are not good for your career.
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