Selling ice to Eskimos? - Leadership development in very successful organizations

How do we sell leadership development solutions to an organization that has been very successful without having invested in leadership development? Should we even try to do that? Wouldn’t tinkering with the leadership capability and/or style of such an organization risk ruining the 'alchemy of the magic' of the organization’s success? If an organization has been very successful, shouldn’t we be learning from it instead of trying to change it? 

These questions are very important both for external consultants and for internal learning partners. They can also be quite tricky to answer, though many answers are indeed possible. Let’s look at seven of them.

• “What got you here won’t get you there” kind of answers – They argue that the game is changing and hence you need a different set of leadership capabilities or at least a much higher level of the current set of leadership capabilities to achieve your vision or even to sustain the current position. 

• "Good to great" kind of answers  - This is more of a 'there is always room for improvement' kind of argument, while fully acknowledging the consistent record of success so far. While the customer is unlikely to disagree with this philosophically, it might not be compelling enough to prompt action on the part of the customer, especially when the customer is already 'great' (or quite close to it) in their own opinion.       

• “Success sweeps a lot of things under the carpet” kind of answers – Here the basic argument is that while the organization has been successful there are still a lot of things to fix in terms of the leadership capability and/or leadership style. For example, the leadership style might not be aligned to the espoused values or the target culture of the organization. Warning : If this is not  done very skillfully, it can degenerate into an unpleasant conversation with the customer very quickly (unless the customer has a very high levels of self-awareness and humility or has masochistic tendencies)!  

• “A few great men and women” kind of answers – They argue that the success of the organization has been because of a particular set of leaders and that the others in the organization can benefit from leadership development inputs.  If the person who buys the leadership development solution considers himself/herself to be part of the ‘a few great men and women group', it works even better!

• "We are just making you scalable" kind of answers - In this case, the argument becomes more like 'we are just helping you to decode your own success so that it becomes scalable'. This argument works best when the organization is growing rapidly. The advantage of this answer is that it avoids the concern related to tampering with what made the organization successful. 

• “Let good thoughts come to us from all sides” kind of answers – They argue that while the organization might not need the skill building aspect of leadership development, just listening to the latest ideas/thinking can be useful or at least entertaining. It can also give the satisfaction that “we have implemented all these ‘latest’ ideas a million years ago”!

• “Leadership development serves many purposes” kind of answers – Here the essential argument is that leadership development interventions serve many other useful purposes in addition to building leadership capabilities. Please see ‘The many lives of capability building programs’ for a comprehensive list of the ‘alternative uses.

Of course, many more such answers are possible. The all-important question is:  How will a particular organization respond to a particular answer/a particular line of argument? To a great extent, the response will depend on 'what the organization attributes its success to' and 'if the answer is in alignment with that attribution'.

So, where do all these leave us?

It is indeed possible that an organization has got many pieces of the leadership development puzzle right, even if they haven't formalized them as 'leadership development solutions'. For example, they might be using 'action learning projects', 'crucible roles' and 'on the job coaching' even when they are not using these terms. Therefore, a bit of 'Appreciative Inquiry' won't hurt. Afterall, humility is as relevant to the learning partners (internal/external) as it is to their clients!  We must also remember that leadership development is not mainly about 'leadership training programs' though they are the most visible part. I would even say that, in some instances, leadership training efforts are more like 'corporate rain dances'!

Logically speaking, the most important aspect here is the 'perceived net value' that the leadership development solution can add - in the short term and in the long term. This perception of value need not necessarily be purely rational (See 'Of reasons, rationalizations and collective delusions' for details). However, the point remains that 'what is valuable is defined by the customer'. Similarly, unless the customer acknowledges the 'need' or the 'opportunity' the discussion on the solutions (including leadership development solutions) can't really start. Of course, while highlighting the 'net value' that the leadership development solution can add, it is equally important to anticipate/address any stated or unstated concerns the customers might have about the leadership development solution or its implementation. 

Organizations, especially the successful organizations, have a tendency to think that they are unique and that they have figured out a unique way to be successful. Yes, it is possible that an organization has been successful because of, irrespective of or even in spite of the leadership capability it has. Also, attribution errors are quite common (for example, attributing success to internal factors and attributing failures to external factors). Yes, ‘time will tell’ – but it might be too late for the people who are trying to sell leadership development solutions to a particular organization! 

Chris Argyris in his seminal article ‘Teaching smart people how to learn’, argues that people who have been consistently successful tend to become very good at ‘single-loop learning’ and that they don’t develop the capability for ‘double-loop learning’ which becomes essential when the fundamental assumptions they have been using for problem solving/responding to the environment are no longer valid. I guess, it applies to organizations too! Therefore, 'facilitating double-loop learning' kind of approaches do have their place in this context also! In the case of internal consultants, 'acting as some sort of a 'court jester in the corporate context' can also be helpful in this endeavor (See 'Organization Development Managers as Court Jesters' for details)!

Can you think of any other answers to the question that we started this post with?

Any other comments/ideas?  

Of learning and legitimacy

Almost all the organizations say that they ‘value’ learning. Some of them even claim to be a ‘learning organization’.  The trouble starts when we look at the extent to which this ‘proclaimed importance’ of 'learning' gets reflected in the ‘actual way of working’ or the ’decisions made’ in the organization.

The answers to the following questions can throw some light on the importance (or lack of it) of learning in an organization:

• Is ‘learning’ supposed to be something that one should do only when one is ‘free’ (from the demands of other work activities)?
• Are the capability building programs conducted on regular working days or on holidays/ weekends?
• Do the senior leaders participate in capability building programs? Do they 'teach' in the capability building programs that their team members attend? Do they ensure that their team members don’t get pulled out of the capability building programs when some important work comes up? Do they demand/facilitate/track the transfer of learning/newly learned behaviors to the workplace? 
• Is learning considered to be mainly a 'cost' or an 'investment'? Do the learning budgets get cut at the 'slightest provocation'?
• Is ‘learning’ a ‘cherished presence’ in the organization or is it is just a ‘tolerated presence’?

Of course, the answers to these questions are not binary – they are indeed a matter of degree – with each organization finding their equilibrium point between the two polar opposites.

This choice of the equilibrium point does have implications. For example, it is one thing to make world class anytime learning (e-learning) solutions available to the employees. It is entirely a different matter to make it ‘culturally acceptable’ to do an anytime learning course during office hours. Hence, even when two organizations in the same industry make the same set of anytime learning solutions available to their employees, how the employees perceive them (and the utilization of those programs) can be very different. Similarly, if two organizations, with one working Monday to Friday and the other working Monday to Saturday, nominate their employees to a capability building program that takes place on a Saturday, the employees might perceive it quite differently.  

 I must say that I have had a very lucky start when it comes to this aspect. Before I made the ‘quantum jump’ to the management domain with my MBA, I had started my working life as an Aerospace Engineer/Scientist with the Indian Space Research Organization (ISRO) at the Vikram Sarabhai Space Centre (VSSC). VSSC had very big library with books/journals/magazines on a wide range of subjects and we (the employees of VSSC) were encouraged to spend as much time as possible in the library during office hours. Since this was my first job, I assumed that this is how all organizations (at least organizations in knowledge-intensive industries) work and I was promptly proved wrong once I started my career in management. Of course, this was not the only wrong assumption I had made while I made this transition (please see 'The why of a book: Life in Organizations - Paradoxes, Dilemmas and Possibilities'). However, my 'early career experience' did have an impact of my definition of 'what good looks like'.  

Now let’s come back to the title of this post. Does the organization consider 'learning' to be a legitimate 'business activity'? 'Business activities' can be defined as activities that a business engages in for the primary purpose of making a profit. Hence, the core issue here is whether learning is considered to be an activity that adds substantial net positive value to the business and hence worth investing in. If the answer is a clear ‘yes’, then prioritizing and investing in learning should happen naturally. If not, investment in learning is more of a 'necessary evil' or a requirement for the 'license to operate' or a 'nice to do (and not a must do) thing'. 

Of course, 'learning' is not just about ‘structured capability building programs’ or ‘anytime learning’. Learning indeed happens in many ways and as per the ‘legendary’ 70:20:10 model, about 70% of the learning happens ‘on the job’ and only about 10% of the learning takes place through ‘structured learning programs'.

I do agree that most of the learning happens through job experiences. It does become problematic when this finding is used as an excuse for 'cutting capability building budgets without establishing any concrete mechanism for facilitating the learning through job experiences'. Since 'job experiences' are outside the traditional domain/mandate of the Learning & Development (L&D) function, it is easy (and very convenient) for the organization to jump to the conclusion that 'the entire responsibility for ensuring that this type of learning happens lies with the employees and their managers. 

Unfortunately, this type of learning (learning through job experiences) often does not happen automatically. Just doing a relevant project/activity need not necessarily lead to learning the target capability. It requires multiple cycles of ‘deliberate practice' and 'reflection' (ideally with help from a coach) to derive and assimilate learning from the on-the-job experience. Therefore, there is a need to put in place mechanisms to structure, facilitate and track this type of learning (please see ‘Truths stretched too far’ for details).

 Another interesting aspect here is that capability building programs mean different things to different people and that the alternative (unstated) purposes of the capability building programs could be very different (and much more important) from the ‘textbook’ purpose of  capability building programs -  building the targeted capabilities (please see ‘The many lives of capability building programs’ for details). For example, if the capability building programs are mainly meant to be ‘fun' or 'pleasant distractions from unpleasant work realities', then conducting them on holidays makes a lot of sense!

Any comments/ideas?

The many lives of capability building programs

Technically speaking, ‘capability building programs’ are meant to do exactly that – to build the targeted capabilities. However, after spending two decades in business organizations, I have come to realize that capability building programs serve different purposes in different contexts, including those that are very different from the original purpose. 

Let’s take a look at some of the 'uses' of capability building programs (starting with those that are closer to the original purpose and then moving on to those that are quite different):  

1. Capability building programs as ‘Crossing the Rubicon’: Here the implication is that capability building programs create ‘sustainable change in behavior’ (which is the behavioral definition of ‘learning’). Of course, most capability building programs fail to achieve this.
2. Capability building programs as ‘Invitation to learn’: This is based on the philosophy that ‘you can lead a horse to water; but you can’t make it drink’.
3. Capability building programs as ‘Training’:  Here the implication is that it is something that is done to the participants. While some people do say that ‘training is only for animals’, this philosophy is very much ‘alive and kicking’ in many organizations!
4. Capability building programs as an element of the 'Employee Value Proposition': This typically happens when a company makes an explicit promise of 'x' days of capability building programs per year per employee as part of its Employee Value Proposition (EVP). Yes, this works best when these capability building programs are conducted on regular working days! This approach can be extended to positively impact the company branding/business development efforts also (by highlighting the investment the company is making in capability building to improve the product quality/ to serve the customers better).
5. Capability building programs as 'Knowledge management': When an expert is leaving an organization, the organization might ask him/her to conduct a capability building program to pass on his/her knowledge, even when that knowledge is not immediately relevant to the people attending the capability building program.
6. Capability building programs as 'Enculturation': This typically happens during new employee induction/onboarding. Another variation here is 'culture building workshops'. 
7. Capability building programs as ‘Reward’: Some organization use capability building programs as a reward for high performance. It does raise some questions. For example, won’t the employees prefer to receive an equivalent amount of money in cash as opposed to attending an expensive training program?
8. Capability building programs as ‘Paid holidays’: Capability building programs can provide ‘pleasant distractions from the unpleasant realities at the workplace’.
9. Capability building programs as ‘Detox’: Some capability building programs can indeed be fun or even 'meaningful fun'. Some programs like ‘Human Process Labs’ can also provide some degree of emotional detox. Yes, this might highlight the implicit assumption that there is something toxic about the workplace. 
10. Capability building programs as ‘Rites of passage’: This happens when training programs are linked to level transitions, Here the primary purpose is to enable the psychological transition required for the level change - in the participants and in the 'significant others' in the organization ecosystem (see ‘Accelerated learning and rites of passage’ for details)
11. Capability building programs as ‘Team building’: Here the message is that the opportunity for facilitating interactions between the team members/cross-functional team members (and the possible increase in connect between them and to the team/organization) is more important than the program content. Yes, this could trivialize the concepts of 'teamwork' and 'employee engagement'. 
12. Capability building programs as ‘Importance signaling’: If a capability building is positioned (formally or informally) as ‘only for the most valuable people in the organization’ (e.g., top talent, people who are being groomed to take up top management positions etc.), it can indeed serve as a way to signal the importance that the organization gives to the concerned employees. Yes, some of the participants might promptly include this in their CVs/mention this during the interviews for jobs outside the organization.    
13. Capability building programs as ‘External benchmarking opportunities’: This works best in the case of open training programs conducted by prestigious institutes that attract participants from across the world. Quite a bit of the learning in these programs comes from interacting with the fellow participants and from knowing what the other companies are doing.
14. Capability building programs as 'Corporate rain dance': This occurs when capability building programs are used as 'solutions' to organizational problems that are not related to capability gaps at the individual level. Yes, they do give the management the illusion that something is being done about the problems (see 'Leadership training and corporate rain dance' for details). However, they can make the participants feel 'victimized' (see 'Training the victim' for details). 
15. Capability building programs as 'Sales hook': Here capability building programs are used as an opportunity to sell other products. 
16. Capability building programs as 'Brainwashing': This happens when the focus of capability building is on 'unlearning and relearning'. 
17. Capability building programs as 'Golden handcuff': Here the idea is to send the employee for an expensive long duration learning journey program and also attach a retention clause/service bond. 
18. Capability building programs as 'Immediate profit generation': This typically happens when the monetary value of the improvements coming from the 'action learning projects' that are part of the capability building program is estimated to exceed the cost of the capability building program. While this enables the Learning & Development (L&D) function to position itself as a 'profit center' (as opposed to being a cost center), whether this 'profit' is real is often a point of disagreement between the HR function and the Finance function. Also, to maximize the 'profit generation potential' of the action learning projects, the link between the action learning projects and the learning objectives of the program gets overlooked. Yes, the capabilities built during the program can and should impact the business results (and this is very much aligned to the original purpose of capability building programs). However, they are usually more difficult to estimate/ happen over a longer period of time and therefore might not be very promising for showing immediate profit! 

I am sure that more such 'non-standard' uses of capability building programs can be found. Also, a single capability building program might serve many of the uses mentioned above. This does raise an interesting question: "why do so many alternative uses of capability building programs exist, even when they are not the most efficient ways of achieving their 'unstated' objectives?". I guess, the word 'unstated' might offer a clue. In some of the organizations, spending money on some of those alterative objectives (or even attempting to achieve them directly) might not be 'culturally acceptable'. In many cultures, learning is considered to be a 'noble' activity and hence it is put on a pedestal. Hence, by achieving some of those alternative objectives through a capability building program, they can gain more respectability! 

Of course, the above discussion was from the points of view of the organizations and/or the participants. Since there are other stakeholders involved (like the facilitators, L&D team, vendors etc.) there are additional interpretations possible from their points of view. For example, for a facilitator, capability building programs can mean multiple things like a source of income, a calling, an avenue for self-expression etc. 

Any thoughts/ideas? Any other uses of capability building programs that you have come across?