In last Tuesday's post, I mentioned that the MBM Dimension of incentives is often overlooked and underused if you're not a manager setting wages, salaries and benefits. At least, it's been hard for me to do that when I've been in that position before.
As a manger today, I do need to think about the salaries of others. BUT, what I've found is that while important, the day-to-day incentives not involved in salary make a huge difference. And for me, the large majority of the time I'm working with folks who I don't manage, but whose actions are mission critical to the projects I work on.
So, I posit to you, good reader, that incentives do matter, and that they're worth thinking about beyond paychecks.
Consider a project you're managing that involves multiple departments. I've found it useful to ponder how this project creates value for each person involved (or why their bosses find it to be valuable (or more importantly, why the customer finds it to be valuable)). Often, being aware of the motivators of the major players involved can help you preempt problems or take advantage of opportunities.
Or being aware of individual drives can be informative. The following information might change how hard you push or how you organize the team: Sue from HR is be under intense pressures to get a 360-degree-review process finished; Bob is just flat-out really fascinated by this project; Joe doesn't like Bob right now because Bob fowled fouled him during the lunch-time basketball match last week without apologizing.
Frequent reader Tammy C had this insight, which I think applied well to both direct reports and to peers you work with on projects: I had the most fun with this dimension when I took the time to find out what motivtes each of my employees. It was an exercise that A) took longer than I thought, B) had surprising results(where I had wrongly assumed things) and C) gave me a lot of insight into other areas besides just "incentives".
Finally and most importantly, thinking about the customer is crucial. Now, a 'customer' could be the person who hands you cash in return for product, but often it's not that simple. If a mother buys the candy bar for her son who is clamoring for the tasty treat, which is the 'customer'? It's probably more fruitful to think about "who am I creating value for?" Often, the other individuals and teams you work with inside the organization are your customers, too.
A short list of individuals whose incentives may be important could include:
- Direct reports
- Bosses
- Customer(s) (emphasis on the plurality)
- Peers
- Suppliers
- Internal steak holders
- Board Members
- Beneficiaries (if you're in the non-profit world)
- Any individual who may affect your projects in a meaningful way.
So, the next time you're starting a project or stuck on a problem, I suggest taking a few minutes to think about who is involved, and what their incentives are.
Good luck, and--as always--please join in on the conversation and discovery process by letting us know if you have any ideas, experiences or stories to share.
can you post a youtube link to someone getting fowled in a basketball game. I think I would enjoy that.
Posted by: David McGinnis | 09 September 2010 at 11:35 AM
Ha! I couldn't find any HR appropriate ones in my 3-second search, but it is a funny visualization.... My example was definitely tongue and cheek, but these things do happen and can affect teams.
Posted by: Andy Gillette | 09 September 2010 at 11:45 AM
....and then I realized that 'fowled' and 'fouled' are two different words... ;-) That is a much, much funnier visualization.
Posted by: Andy Gillette | 09 September 2010 at 11:49 AM
yep. but I stand corrected. I KNOW I would enjoy that. :)
Posted by: David McGinnis | 10 September 2010 at 08:02 AM
Andy G, I too have been focusing more on the role of incentives, and like you have a new appreciation for how much they DO matter. Thanks for keeping the knowledge coming.
ps. I started to write a quick pseudo rant about how incentives do matter especially in dealing with the family. But it sounded like airing my dirty laundry and that would be cool. Your welcome, MBM reader, for the delete.
Posted by: Jonny B | 13 September 2010 at 05:26 PM
*wouldn't be cool
Posted by: Jonny B | 13 September 2010 at 05:27 PM