I would not be Dr. Success if I did not support and spread the work of others. That is what I do, in part, in sharing the work of great authors. Well, today’s entry is two for the price of one. The review that follows was written by Craig Galati, President of Lucchesi Galati Architects, the premiere “green” architectural firm based in Las Vegas. Few have built as many, or have been designing “green” as long, as Lucchesi Galati. When in Las Vegas, visit the Springs Preserve to see an incredible example of their work.
When I come across a business creator who walks his talk, I like to acknowledge and support his work. As you can see from the kind of book Craig recommends, he is such a person. Those in business can learn a lot — not just from reading A Whole New Mind — but from how a business owner like Craig applies the thinking to achieving success in business. As always, read and learn — then apply!
By Craig S. Galati
According to author Daniel H. Pink, “The future belongs to a very different kind of person with a different kind of mind — creators and empathizers, pattern recognizers and meaning makers. These people — artists, inventors, designers, story-tellers, caregivers, consolers, big picture thinkers — will reap society’s richest rewards and share its greatest joys.”
In his book, “A Whole New Mind,” Pink eloquently makes the argument that linear thinking, left-brain businesses are in for a rude awakening in the new economy. Not that they won’t still hold some relevance, but these businesses won’t lead a society that is quickly changing from task-based to systems-based, from narrow scope to big picture, from facts to stories, and from expertise to empathy and collaboration.
I have felt this change for years, but because I am in the design profession, I thought that I was just seeing the world through my right-brain, rose-colored glasses. But Pink’s data supports what I have been seeing in my business relationships for the past several years.
Pink suggests that a business’s future is dependent upon its answers to three fundamental questions:
1. Can someone overseas do it cheaper?
2. Can a computer do it faster?
3. Is the business offering something that satisfies the non-material transcendent desires of an abundant age?
I’ve answered these questions for my business and I suggest that you answer it for yours. Here are my thoughts on how to prepare for the new economy:
Focus on systems and connections. Tasks are always important to getting things done. But perhaps the systems and processes in which business is conducted are more important. Focus on these systems and the connections between the systems. Break-through ideas lie in studying these connections. For instance, how one connects marketing and work processes could lead to better ways of doing things and more successful positioning for future work. Connecting market data to the value proposition that your firm offers not only supports your business’ ability to get work, but also your ability to deliver work that is valuable. Design your work processes around delivering this market value and you have a recipe for success. Process improvements or innovations also will affect the other systems in your firm. Paying attention to these connections will yield dividends to your firm and your clients.
Sell empathy, not just services. Clients get offers for services every day. However, businesses do not often enough take the time to understand what the client needs and if the firm can meet those needs. Developing empathy takes time, but is essential to making the right offer to your clients.
Leverage technology for the routine tasks. If one is able to leverage technology to deliver routine tasks, he will free up valuable time to work closer with his team to understand the needs of his clients. Time is precious. Use it for high-level activities such as collaboration, reflection, idea generation and innovation.
Engage your clients in the solutions. Today’s clients want to be a part of the process of diagnosing and solving their problems. If a client wanted a stock solution to an issue, he could purchase it from many varied sources. Attorneys, think LegalZoom.com. Graphic designers, think StockLayout.com. Accountants, think TurboTax. Clients come to firms to get personal service and they want to be part of the process.
Technically correct is only half way there. There are many ways that clients can get technically correct solutions. In fact, isn’t that what you are being paid for? Technically correct is expected. But a technically correct solution with lousy customer service or follow-through isn’t going to cut it. I’ve found in my career that I’ve rarely failed in the technical delivery, but I’ve made mistakes in communication or misunderstanding. As Stephen Covey says in his book, “The Seven Habits of Highly Effective People,” it doesn’t matter how precisely one can climb the ladder, if the ladder is placed on the wrong wall.
I’d like to hear from you:
• How do you answer Daniel Pink’s questions?
• Are you poised for leadership in the new economy?
• Is your ladder on the right wall?
Until next time …
Authors Note: Thanks to my friend Frank Beck who told me about Pink’s book. It is truly a must read.
Craig, Thank you…and may the force be with you, Andrea