I’ve got a problem. Once or twice a week, someone approaches me and says:
I really like what you do. I do something very similar. We should talk and figure out ways to do things together.
The problem: this almost never works. Let’s figure out why.
Intent is Necessary but Not Sufficient
I’m glad people want to collaborate with me. I increasingly have little patience for those who won’t. And when I’m the one who won’t, I know I should hit the reset button and start the day over. After all, collaboration is the new competition.
But intent alone doesn’t cut it. I can feel it in my schedule. I hate to be rude, but I just can’t take any more meetings based on goodwill and karmic synchronicity. Millions are in sync with me; I’m in danger of feeling boring, not lonely.
A Clear Vision is Necessary but Not Sufficient
If you don’t know where you’re going, any road will get you there. From a false assumption, any conclusion logically follows. So clearly you’ve got to be clear.
But clarity alone is worth not much. 20 years in strategy consulting taught me that a brilliant strategy and four quarters is worth a dollar. Despite what the Hegelians and the authors of The Secret will tell you, thought alone will not move matter.
Action Steps are Necessary but Not Sufficient
Before nearly every keynote address I give, someone says, “What our people really want are tangible action steps they can begin using the very next day.”
Okay, here you go. Tell the truth. Tell your spouse you love them. Make lists with five bullets. Fix your attitude. Meditate. Exercise. Be kind to dogs. Read your client’s industry newsletter. Listen better. Take two aspirin and call me in the morning.
Yes, that’s what people want. But try just giving action steps, and see if you get paid.
The Three Pathologies of Collaboration
If you’ve only got one of these three factors working, you’ve got bupkus.
More frequently, you’ve got two factors working. But if you’ve only got two, you’ve got a pathology. There are three pathologies:
- Spinning Wheels. You’ve got Intent and Vision, but no Action Steps. You get no traction. You keep on talking, but it’s always to the same people, and you’ve already convinced each other. You need some action steps.
- Grinding It Out. You’ve got Intent and Next Steps, but no Vision. You’re all processes and metrics and execution and best practices, but you never get anywhere, because you never figured out how to aim, align, coalesce, define a purpose, set a goal, do the vision thing. You’re only running a ground game, and it’s wearing down your offense.
- Passive Aggression. You’ve got Vision and Next Steps, but no Intent. Your team is talking the talk, but blame-throwing behind the scenes. You’re all brains and no heart. You’re stuck in a 70s military strategy game, all Machiavelli and no truth-telling. You need some positive Intent.
Those people who call me up and offer to work together? Wheel spinning. The solution, I’m finding, is to say, “Fabulous; you come up with one great Action Step, and I’ll buy lunch. Until then, let’s not “do lunch.”
Do you work in a grind-it-out organization? Swallow your subject-matter-expert pride and hire a motivational speaker. It’ll do you good.
Do you work in a passive aggressive organization? You’re far, far from alone. Go sit in on a 12-Step program and realize that you do not have to be co-dependent.
What do you think? What does it take to make collaboration work?
Note: if Anne Evans or Howard Schwartz are reading this, big props to you for an earlier version of the pathologies. And if you’re not reading it, write me and explain why.