THE Leadership Japan Series by Dale Carnegie Training Tokyo Japan
THE Leadership Japan Series is powered with great content from the accumulated wisdom of 100 plus years of Dale Carnegie Training. The Series is hosted in Tokyo by Dr. Greg Story, President of Dale Carnegie Training Japan and is for those highly motivated students of leadership, who want to the best in their business field.
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Time Management For Leaders
12/31/2025
Time Management For Leaders
Leaders today are stuck in a constant three-way tug-of-war: time, quality, and cost. In the post-pandemic, hybrid-work era (2020–2025), the pressure doesn’t ease—tech just lets us do more, faster, and the clock keeps yelling. This is a practical, leader-grade guide to getting control of your calendar without killing your standards or your people. Why does leadership time management feel harder now, even with better technology? It feels harder because technology increases speed and volume, so your workload expands to fill the space. Email, chat, dashboards, CRMs, and “quick calls” create the illusion of efficiency while quietly multiplying decisions and interruptions. In startups, that looks like context-switching between selling, hiring, and shipping. In large organisations—think Japan-based multinationals versus US tech firms—it becomes meetings, approvals, and stakeholder alignment. Either way, the result is the same: you’re busy all day, but the important work stays parked. Answer card / Do now: Audit your week for “speed traps” (messages, meetings, micro-requests). Eliminate or cap the top two. What is the “Tyranny of the Urgent,” and how does it wreck leader performance? The Tyranny of the Urgent is when urgent tasks bully important tasks off your schedule—until you’re permanently firefighting. You end up reacting all day: chasing escalations, answering pings, and rescuing problems that should have been prevented. This is where burnout risk climbs and productivity drops—especially in people-heavy roles like sales leadership, operations, and client service. Leaders often say, “I don’t have time to plan,” but that’s exactly how the urgent wins. The urgent will always show up; your job is to stop it running the company. Answer card / Do now: Name today’s “urgent bully.” Decide: delete, delegate, defer, or do—then move one important task back onto the calendar. How do I prioritise like a serious leader (not just make a chaotic to-do list)? Prioritising means ranking tasks by impact, not emotion—then doing them in that order. A scribbled list isn’t a system. Leaders need a repeatable method for capture, ranking, and execution. Use simple impact questions: Will this protect revenue? Reduce risk? Improve customer outcomes? Build capability? In Japan, where consensus and quality are prized, leaders can over-invest in perfection; in the US, speed can dominate. The sweet spot is clarity: define “done,” define the deadline, and define the owner. Answer card / Do now: Write your top 5 for tomorrow, rank them 1–5, and commit to finishing 1–2 before opening email/chat. What is the 4-box matrix and which quadrant should leaders live in? The best quadrant for leaders is “important but not urgent”—because that’s where planning, thinking, and prevention happen. This is the Eisenhower/Covey style matrix in plain clothes: Important + Urgent: crises, deadlines, major issues (live here too long = stress + burnout) Important + Not urgent: strategy, coaching, planning, process improvement (your success engine) Not important + Urgent: interruptions, low-value requests (minimise and delegate) Not important + Not urgent: digital junk time (limit ruthlessly) Big firms (Toyota-style operational excellence) and fast movers (Rakuten-style pace) both win when leaders protect Quadrant 2 time. Answer card / Do now: Block 60–90 minutes this week for “Important/Not Urgent” work—and guard it like a client meeting. How do I stop low-priority work and social media from stealing my day? You stop it by making “wasted time” visible and socially awkward—then replacing it with intentional breaks.Leaders often underestimate the drag of “just checking” feeds, news, or random videos. It’s not the minutes; it’s the mental fragmentation. If you need a break, take a break that restores you: a 30-minute walk, a short workout, a proper lunch, or a reset chat with someone who energises you. In high-output cultures across Asia-Pacific and Europe, the smartest leaders build recovery into the week because it protects decision quality. Answer card / Do now: Put friction on distractions (log out, remove apps, notifications off). Replace with one “recovery break” you actually schedule. What tactical system works: daily task lists, time blocking, delegation, or batching? It’s all four—stacked into one simple operating rhythm: list, block, protect, batch, delegate. Start the day with a written, prioritised list, then time-block the top items by making an appointment with yourself. Protect that time as aggressively as you would protect a client meeting. Next: delegate “not important but urgent” tasks where possible, and batch similar work to stay in flow—calls together, approvals together, email twice a day, admin in one chunk. This reduces ramp-up time and context switching, which is a silent killer in leadership roles. Answer card / Do now: Choose one batching rule for next week (e.g., email at 11:30 and 16:30 only). Tell your team so expectations reset. Conclusion: the leader’s real edge is intentional time investment Time management for leaders isn’t about being “busy.” It’s about choosing where your time goes so you get better outcomes with less chaos. The urgent will always knock. Your job is to build a system that keeps the important work moving—planning, coaching, prevention, and decisions—so your team isn’t living in crisis mode. Quick next steps for leaders (this week) Block one Quadrant 2 session (strategy/planning) and defend it. Create a daily top-5 list and finish 1–2 items before messages. Delegate one “urgent but not important” task permanently. Implement one batching rule for communications. Track your time for 3 days and delete your biggest “time thief”. Optional FAQs Yes—time tracking is worth it, because it shows you the truth, not your intentions. Even three days of tracking can reveal where meetings, messages, and busywork are leaking value. Yes—delegation can reduce quality short term, but it increases capability long term. Use clear “definition of done,” checklists, and feedback loops to lift standards while distributing load. No—planning doesn’t slow you down; it prevents rework and constant firefighting. A small investment in planning typically saves hours of avoidable churn. Author Bio Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including best-sellers Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery, along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). Greg also publishes daily business insights on LinkedIn, Facebook, and Twitter, hosts six weekly podcasts, and produces YouTube shows including The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan’s Top Business Interviews, followed by executives seeking success strategies in Japan.
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How To Get Better Results
12/24/2025
How To Get Better Results
When you’ve got a dozen priorities, meetings, emails, and “urgent” requests hitting you at once, the real problem usually isn’t effort—it’s focus. This is a simple, fast method to get your thinking organised, coordinate your work, and choose actions that actually improve results: build a focus map, then run each sub-topic through a six-step action template. How do I get focused when I’m overwhelmed with too much work? You get better results by shrinking the chaos into one clear “area of focus,” then organising everything else around it. In practice, overwhelm comes from competing directions—sales targets, KPIs, internal politics, client deadlines, hiring, and admin—all demanding attention at the same time. In Japan, this can be amplified by stakeholder-heavy coordination; in the US and Europe, it can be amplified by speed and constant context switching. Either way, your effort becomes scattered and poorly coordinated. The fix is to pause briefly and decide: “What is the one thing (or two things) I need to improve most right now?” That becomes your anchor. Once you can name the focus, the brain stops thrashing and starts sorting. Do now: Write down the one or two words that define your key focus for this week. What is a “focus map” and how do you make one quickly? A focus map is a one-page visual map: one central focus, surrounded by the sub-topics you need to improve. Put a small circle in the middle of the page and write your main focus inside (for example: “Better Time Management”). Then add related words that come to mind as surrounding circles—like planets around the sun—creating sub-categories you can work on. This works because you already have the answers in your head; you just haven’t “released” them into a structure. The visual element matters: arranging the circles stimulates thinking differently than typing a list in a notes app. It’s fast, low-tech, and effective—especially for leaders toggling between deep work and constant interruption in a post-pandemic, hybrid world. Do now: Draw one central circle and add 6–10 surrounding circles of related sub-topics. What should I put on my focus map (examples leaders actually use)? Use practical “better” themes—time, follow-up, planning, communication—then generate sub-categories that are behaviour-based. Common centre-circle themes include: Better Time Management, Better Follow-up, Better Planning, Better Communicator. Example: if your centre circle is “Better Time Management,” your surrounding circles might include: prioritisation, block time, procrastination, Quadrant Two focus (Eisenhower Matrix), to-do list, weekly goals, daily goals. This is where the method beats generic productivity advice. Instead of “be more organised,” you can see the real levers: calendar blocking, priority choice, and the habit of starting the day with a ranked list. In an SME, this might be about protecting selling time; in a multinational, it may be about reducing meeting bloat and stakeholder drag. Do now: Choose one sub-category you can improve in 7 days (e.g., prioritisation). What are the six steps to turn a focus map into action? The six steps force clarity: attitude → importance → new behaviour → desired result → vision alignment. After your focus map is complete, pick one sub-category (say, prioritisation) and run it through this template: What has been my attitude in this area? Why is this important to me and my organisation? Specifically, what am I going to do about this differently? What results do I desire? How is this going to impact my Vision? This is essentially strategy on a page. It connects behaviour change to outcomes and makes it harder to stay vague. It also works across cultures: whether you’re operating in Japan’s consensus environments or in faster-moving US/Europe contexts, you still need a clear “why” and a specific “what next.” Do now: Write answers for steps 1–3 today; do steps 4–5 tomorrow. Can you show a completed example (so I can copy the format)? Yes—use the example below as a plug-and-play model for any topic you choose. For “Time Management” with the sub-category “Prioritisation,” a completed version looks like this (edited only for formatting): Area of focus: Time Management → Prioritisation Attitude: “I know I should be better organised…but I never get around to taking any action…because I don’t choose activities based on priorities.” Why important: “If I am better organised I can get more work done…focus on the prioritised areas of highest value…contribute more value to the organisation.” What I’ll do differently: buy an organiser; use to-do lists + a calendar; block time for highest value items; start each day by nominating tasks, then prioritising and working in that order. Desired result: spend best time on highest value tasks with greatest impact. Impact on vision: efficiency and effectiveness rise dramatically. Do now: Copy this structure and fill it in for your sub-category (block time, procrastination, weekly goals, etc.). How do I use this system every week to get better results (not just once)? Repeat the map-and-template cycle weekly, focusing on one sub-category at a time until the habit “sticks.” The magic is consistency: you can repeat the same process for block time, procrastination, Quadrant Two focus, to-do lists, weekly goals, daily goals—each becomes its own mini-improvement project. Think of it like leadership development: you don’t “fix productivity” once; you build a personal operating system. Some weeks will be chaotic (product launches, quarterly reporting, client crises), so you pick a small, controllable lever. Other weeks you can go deeper. This method is described as a go-to tool because it’s fast, it goes deep, and it produces practical ideas you can apply immediately. Do now: Schedule 15 minutes every Monday to create one focus map and choose one sub-category to improve. Quick checklist (copy/paste) Choose 1 key focus (1–2 words). Build a focus map (6–10 sub-circles). Pick 1 sub-category for this week. Run the six steps and define 1–2 new behaviours. Review weekly; repeat with the next sub-category. Conclusion Better results come from better-directed effort. The focus map gives you clarity fast, and the six steps turn that clarity into behaviour change tied to results and vision. If you try it once, you’ll get insight. If you run it weekly, you’ll build momentum. FAQs A focus map is basically a mind map for execution. It moves you from “busy” to “clear” in minutes by visualising priorities. Start with one sub-category, not the whole map. Results come from focusing on one lever (like prioritisation or block time) per week. The six steps work because they force specifics. You can’t hide behind vague intentions when you must name attitude, actions, results, and vision. Author Credentials Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). Greg also publishes daily business insights on LinkedIn, Facebook, and Twitter, and hosts six weekly podcasts. On YouTube, he produces The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan’s Top Business Interviews, which are widely followed by executives seeking success strategies in Japan.
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How Leaders Can Strengthen Relationships With Their Team (Part Three)
12/17/2025
How Leaders Can Strengthen Relationships With Their Team (Part Three)
In Parts One and Two, we covered the relationship fundamentals: stop criticising, give sincere appreciation, understand what people want, show genuine interest, smile, and remember names. In Part Three, we move to the final three skills that make those principles work in real leadership: listening, speaking in terms of the other person’s interests, and making people feel important—sincerely. 1) Be a good listener and encourage others to talk about themselves Many leaders unintentionally weaken relationships because they listen selectively. If the conversation isn’t “useful,” they tune out. The problem is that people notice—and they disengage. As the article puts it: “Some people are boring when they talk about themselves and I tune out, because I only want to hear stuff that is of interest to me, like where are the results”. That doesn’t sound like a good approach to build an engaged team, does it? A better standard is to make learning about your people part of your leadership job. Listening isn’t passive; it’s the gateway to trust, cooperation, and commitment. The practical challenge is that many leaders don’t know what questions to ask—so here is a simple conversation framework the article recommends using a “memory linking technique”: Nameplate, House, Family, Briefcase, Airplane, Tennis Racket, Ideas. The listening framework (and how to use it) Nameplate: their name—and whether you pronounce it correctly. The article shares an example where a leader’s effort to pronounce a full name properly made the person feel valued, because others had defaulted to an easier nickname. House: where they live now, where they have lived, and where they want to live in the future. Family: family composition and what matters outside work; relationships often deepen through shared life connections (like children attending the same school). Briefcase: the content of their work—the reality of what they do every day. When you understand the details, you better understand their “personal situation” and what pressures they operate under. Airplane: travel experiences, preferences, and recommendations (including places like onsen). Tennis Racket: hobbies and interests. People can sit next to each other for years and never know what the other person truly enjoys—because no one asks. Ideas: what they’re noticing in business—market shifts, competitor moves, trends, and information sources worth sharing. Run this framework lightly, not like an interrogation. The goal is simple: learn enough about people that you can lead them as humans, not as job titles. Core takeaway: “Make finding out all about your people your mission and you are sure to find leading your people becomes easier.” 2) Talk in terms of the other person’s interests This is a leadership multiplier: when you connect your requests to what someone cares about, cooperation becomes easier and resistance drops. But what if you don’t know what they care about? The article’s answer is blunt and practical: ask more questions—and return to listening. It also points out a reality leaders often forget: people may not reveal what they are interested in immediately because they are still deciding whether they can trust you. You earn the right to understand their interests by showing consistent respect and curiosity. As you ask questions and learn more, you also uncover similarities and shared ground—making trust-building easier and faster. 3) Make the other person feel important—and do it sincerely People want to feel that their work matters and that they matter to the organisation. Yet many leaders stay locked on outcomes and forget the process is powered by humans, not machines. The article states it clearly: “Often, we are working hard but get no recognition for it… We are not machines. Everything we do is driven by our mindset and our commitment. We want to be recognised for that.” This is where leadership can go wrong—because recognition can become manipulation if it isn’t real. The article highlights that “honesty”, “sincerity”, and being “genuine” run through these principles for a reason. Without those caveats, the principles become tools for manipulation—and people see through it. Conclusion: Your relationship advantage this week If you want stronger relationships with your team, don’t overcomplicate it: Listen better and encourage people to talk about themselves. Ask enough questions to discover what matters to them. Connect your communication to their interests. Recognise people in a way that is honest, sincere, and genuine. Or in the final challenge posed by the article: how will you apply these principles this week to develop stronger relationships and create positive influence?
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How Leaders Can Strengthen Relationships With Their Team (Part Two)
12/10/2025
How Leaders Can Strengthen Relationships With Their Team (Part Two)
In Part One we covered three foundational human relations principles: avoid criticism, offer honest appreciation, and connect your requests to what the other person wants. In Part Two, we level up the relationship-building process with three more principles that are simple, timeless, and strangely rare in modern workplaces. How do leaders build trust when everyone is time-poor and transactional? Trust is built by slowing down “relationship time” on purpose—because rushed efficiency kills human connection.In post-pandemic workplaces (hybrid, remote, overloaded calendars), teams can become purely transactional: tasks, Slack messages, deadlines, repeat. The problem is: efficiency is a terrible strategy for relationships. If people don’t feel known or understood, you don’t have trust—you have compliance (and even that is fragile). Across Japan, the US, and Europe, the pattern is consistent: when leaders invest time in people, cooperation rises; when leaders treat people as moving parts, motivation drops. Relationship-building is a leadership system, not a personality trait—schedule it like you’d schedule a customer meeting. Do now: Put one 15-minute “relationship slot” on your calendar each day this week and use it to learn something real about one team member. How can a leader “become genuinely interested” without it feeling fake? Genuine interest means curiosity without agenda—because people can smell manipulation in seconds. A lot of leaders worry, “If I ask personal questions, won’t it look like I’m trying to use them?” That’s a fair concern, because we’ve all met the “networking vampire” who’s only being nice to get something. The reality is: being “nice” to take advantage of people usually works once—then you’re done, especially in a hyper-connected organisation where word spreads fast. The difference is intent. Real interest isn’t a technique; it’s respect. Every colleague has a story—skills, family background, side projects, passions, scars, ambitions. The workplace becomes richer and happier when leaders make space for that humanity, rather than pretending everyone is a job title. Do now: Ask one non-work question you can genuinely listen to: “What are you into outside of work these days?” Then shut up and learn. Why does “shared interests” matter so much for team performance? Shared interests create closeness, and closeness makes cooperation easier when pressure hits. In any team—whether it’s a Japanese HQ, a Silicon Valley startup, or a regional APAC sales unit—conflict isn’t usually about the task. It’s about interpretation: “They don’t care,” “They’re lazy,” “They’re political,” “They’re against me.” When you know someone’s point of view (and why they think that way), you stop writing hostile stories about them. This is where relationship-building becomes performance insurance. When deadlines tighten, the team with trust can debate hard and move forward. The team without trust gets passive-aggressive, silent, or stuck. Leaders who take an honest interest create the bonds that prevent small issues from turning into culture damage. Do now: Find one “common point” with each direct report (sport, kids, music, learning, food) and remember it. Does smiling actually improve leadership outcomes—or is it just fluff? A deliberate smile makes you more approachable and lowers threat levels, which increases cooperation. It sounds too simple, so leaders dismiss it—then wonder why people avoid them. Walk around most offices and you’ll see the default face: stressed, pressured, serious. Not many smiles. Technology was supposed to give us time, yet in the 2020s it often makes us busier and more tense—meaning we’re losing the art of pleasant interaction. A smile is not weakness. In Japan especially, a calm, friendly demeanour can change the whole atmosphere before you even speak. In Western contexts, it signals confidence and openness. Either way, it reduces friction. Start with the face, and the conversation gets easier. Do now: Before your next team conversation, smile first—then speak. Watch how their body language changes. Why is using someone’s name a leadership “power tool” in Japan and globally? A person’s name is a shortcut to respect, recognition, and connection—so forgetting it is an avoidable disadvantage. In organisations, you’ll deal with people across divisions, projects, and periodic meetings. In Japanese decision-making, multiple stakeholders are often involved, and you can’t afford to blank on someone when you run into them at their office or in the hallway. The same is true at industry events and client meetings: you represent your organisation, and names matter. This isn’t about being slick. It’s about sending a signal: “I see you.” If competitors remember names and you don’t, they feel warmer, more attentive, and more trustworthy—even if their offering is identical. Do now: Use the name early: “Tanaka-san, quick question…” then use it once more before you finish. What if I’m terrible with names—how do I get better fast? You don’t need a perfect memory—you need a repeatable system that works under pressure. Leaders often say, “I’m just bad with names,” as if it’s permanent. It’s not. Treat it like any business skill: practise, build a method, and improve. In a hybrid world, you often have fewer in-person touchpoints, which means you must be more intentional when you do meet. Try this in Japan, the US, or anywhere: repeat the name immediately, connect it to something visual or contextual (“Kato = key account”), and write it down after the meeting. If it’s a client team with multiple stakeholders, map names to roles the same day. This one skill upgrades your executive presence quickly. Do now: After your next meeting, write down three names and one detail for each—then review it before the next interaction. Conclusion These principles aren’t “soft skills”—they’re leadership mechanics. Genuine interest builds trust. Smiling changes the emotional temperature. Names create recognition and respect. In any market—Japan, the US, Europe, or Asia-Pacific—the leaders who practise these consistently get more cooperation, fewer misunderstandings, and better results. FAQs Can I build trust without spending lots of time? Yes—small, consistent moments of genuine interest beat rare, long catch-ups. Will smiling make me look weak? No—a calm smile reduces stress and increases cooperation without lowering standards. What’s the fastest relationship habit? Use people’s names correctly and give one sincere recognition each day. Author Credentials Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). Greg also publishes daily business insights on LinkedIn, Facebook, and Twitter, and hosts six weekly podcasts. On YouTube, he produces The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan’s Top Business Interviews, which are widely followed by executives seeking success strategies in Japan.
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How Leaders Can Strengthen Relationships With Their Team (Part One)
12/03/2025
How Leaders Can Strengthen Relationships With Their Team (Part One)
Most leaders genuinely want a strong relationship with their team, yet day-to-day reality can be messy—especially when performance feels uneven. The trap is thinking “they should change.” The breakthrough is realising: you can’t change others, but you can change how you think, communicate, and lead. Why do leaders get annoyed with the “80%” of the team (and what should they do instead)? Because the Pareto Principle (80/20 rule) makes it feel like you’re paying for effort you’re not getting—but the fix is to lead the whole system, not just the stars. In most teams, a smaller group carries a disproportionate chunk of the output, and that can irritate any manager trying to hit targets, KPIs, OKRs, or quarterly numbers. But treating the “80%” as a problem creates a self-fulfilling spiral: you spend less time with them, they feel it, motivation drops, and performance follows. In Japan-based teams (and in global teams post-pandemic, with hybrid work and remote collaboration), this spiral gets worse because “relationship temperature” matters. Instead, think like an orchestra conductor: the first violin matters, but the whole section must play in harmony. Do now: Stop “ranking people in your head” mid-week. Start “designing the system” that helps every player contribute. Can you actually change your team members’ performance or attitude? Not directly—you can’t rewire other adults, but you can change the environment you create and the way you show up. The leader move is internal first: adjust your assumptions, your language, your coaching cadence, and your consistency. In practice, this means you stop waiting for people to become “more like you” and start shaping the conditions where they can succeed. A simple mental shift is accepting that high performers and average performers will always co-exist in any team—Japan, the US, Europe, APAC; startups, SMEs, or multinationals. When you accept the 20/80 reality, you can focus on (1) lifting the 20% even higher and (2) getting strong coordination and reliable contribution from everyone else. Do now: Identify one attitude you bring to the “middle 60%” that’s costing you results—and change that, first. How do you stop criticism from destroying motivation and trust? By eliminating the “criticise, condemn, complain” reflex and replacing it with coaching language that preserves dignity. Dale Carnegie’s human relations principle is blunt for a reason: criticism rarely produces agreement; it produces defence. And when people feel attacked, they don’t improve—they protect themselves, they withdraw, and they tell themselves a story about you. This is especially relevant in Japan, where public correction can trigger loss of face, and in Western contexts where blunt feedback can still backfire if it feels personal rather than behavioural. The point isn’t to become “soft.” It’s to become effective: if the same negative approach keeps producing the same negative reaction, adjust the angle—just a few degrees—so the other person can respond positively. Do now: Before your next correction, rewrite it as: “Here’s what I observed, here’s the impact, here’s what good looks like next time.” What does “honest, sincere appreciation” look like in a Japanese workplace? It’s specific, evidence-based praise—not vague compliments, not flattery, and not silence. Leaders often skip appreciation because they assume “they’re paid to do it,” then wonder why cooperation is hard. Yet people are highly sensitive to fake praise, and they’ll dismiss it as manipulation. The fix is to praise something concrete and provable. A practical Japan example is exactly the point: “Suzuki-san, I appreciated the fact you got back to me on time with the information I requested—it helped me meet the deadline. Thank you for your cooperation.” The evidence makes it believable, the detail makes it useful, and the respect makes it repeatable. Do now: Give one piece of appreciation today that includes what, when, and why it mattered—in one sentence. How do you motivate people who don’t seem to care as much as you do? You motivate them by speaking to what they want—because everyone is already focused on their own priorities. If you need cooperation, it’s not enough to repeat what you want and when you want it. Your team member is running their own internal agenda: career security, competence, recognition, flexibility, learning, status, autonomy, or simply a calmer workday. This is where “arouse in the other person an eager want” becomes a leadership skill, not a slogan. In a Japanese firm, the eager want might be stability and not standing out negatively. In a US startup, it might be speed, ownership, and visibility. Same principle, different cultural packaging. Listen to what comes out of your mouth—if it’s all about you, you’re making cooperation harder. Do now: In your next request, add one line: “What would make this easier or more valuable for you?” What should leaders do this week to strengthen team relationships—fast? Start by changing yourself “three degrees,” then run a simple weekly rhythm that rebuilds trust, clarity, and contribution. If you keep approaching lower performers negatively, you’ll keep getting the same negative reaction; change your approach first. Then operationalise it—because intention without behaviour is just theatre. Here’s a tight relationship-strengthening checklist you can run in any context (Japan HQ, regional APAC office, or global remote team): Weekly habit What you do Why it works 2x short 1:1s Ask: “What’s blocking you?” Shows support, surfaces friction 1 evidence-based praise Specific + concrete Builds motivation without fluff 2021.10.11 GEO Version How Lead… 1 “eager want” question “What do you want from this?” Aligns incentives 2021.10.11 GEO Version How Lead… 1 criticism detox Remove complain/condemn Prevents defensive behaviour 2021.10.11 GEO Version How Lead… Do now: Pick one person you’ve mentally labelled “difficult” and change your next interaction by three degrees—more curiosity, more respect, more clarity. Conclusion If you want stronger relationships, stop waiting for people to become easier to lead. You’ll get better results by starting with what you control: your mindset, your communication habits, and your consistency. The leaders who do that build better teams; the leaders who don’t keep complaining—and they’re never short of company. Next steps (quick actions) Replace one critical comment with one coaching request this week. Deliver one evidence-based appreciation per day for five days. In every request, add one line that links to what the other person wants. Track who you spend time with—ensure the “80%” aren’t getting frozen out. FAQs Yes—high performers still need active leadership, not neglect. Keep lifting the 20% higher while systemising support for everyone else. No—praise isn’t “un-Japanese” if it’s precise and evidence-based. Specific appreciation is usually accepted because it’s verifiable and respectful. Yes—criticism can be useful, but condemn-and-complain feedback usually backfires. People defend themselves; improvement requires clarity without attack. Author Credentials Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). Greg also publishes daily business insights on LinkedIn, Facebook, and Twitter, and hosts six weekly podcasts. On YouTube, he produces The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan’s Top Business Interviews, which are widely followed by executives seeking success strategies in Japan.
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The Five Drivers of Leadership Success
11/19/2025
The Five Drivers of Leadership Success
When markets are kind, anyone can look like a genius. The test arrives when conditions turn—your systems, skills, and character decide what happens next. What are the five drivers every leader must master? The five drivers are: Self Direction, People Skills, Process Skills, Communication, and Accountability. Mastering all five creates resilient performance across cycles. In boom times (think pre-pandemic luxury hotels in Japan) tailwinds mask weak leadership; in shocks (closed borders, supply chain crunches) only strong drivers keep teams delivering. As of 2025, executives in multinationals, SMEs, and startups alike need a balanced “stack”: vision and values (Self Direction), talent and trust (People), systems and analytics (Process), clear messaging and questions (Communication), and personal ownership (Accountability). If one leg is shaky, the whole table wobbles. Do now: Score yourself 1–5 on each driver; identify your lowest two and set 30-day improvement actions. Mini-summary: Five drivers form a complete system; strength in one can’t compensate for failure in another. How does Self Direction separate steady leaders from “lucky” ones? Self-directed leaders set vision, goals, and culture—and adjust fast when reality bites. Great conditions or an inherited A-team help, but hope isn’t a strategy. As markets shift in APAC, the US, or Europe, leaders with grounded values and a flexible ego change course quickly; rigid, oversized egos drive firms off cliffs faster. The calibration problem is real: we need enough ego to lead, not so much that we ignore evidence. In practice that means owner-dated goals, visible trade-offs, and a willingness to reverse a decision when facts change. Do now: Write a one-page “leader operating system”: purpose, top 3 goals, non-negotiable values, and the conditions that trigger a pivot. Mini-summary: Direction + adaptability beats bravado; values anchor the pivot, not the vanity. Why are People Skills the new performance engine? Complex work killed the “hero leader”; today’s results flow from psychologically safe, capability-building teams.Whether you run manufacturing in Aichi, B2B SaaS in Seattle, or retail in Sydney, you need the right people on the bus, in the right seats. Trust is the currency; without it, there is no team—only compliant individuals. Servant leadership isn’t slogans; it’s practical: career conversations, strengths-based job fit, and coaching cadences. Climbing over bodies might have worked in 1995; in 2025 it destroys engagement, innovation, and retention. Do now: Map your team on fit vs. aspiration. Realign one role this fortnight and schedule two growth conversations per week for the next month. Mini-summary: Build safety, match talent to roles, and coach growth; teams create the compounding returns, not lone heroes. What Process Skills keep quality high without killing initiative? Well-designed systems prevent good people from failing; poor processes turn stars into “low performers.” Leaders must separate skill gaps from system flaws. Mis-fit is common—asking a big-picture creative to live in spreadsheets, or a detail maven to blue-sky strategy all day. Across sectors, involve people in improving the workflow; people support a world they help create. And yes, even “Driver” personalities must wear an Analytical hat for the numbers that matter: current, correct, relevant. Toyota’s jidoka lesson applies broadly: stop the line when a defect appears, then fix root causes. Do now: Run a 60-minute process review: map steps, assign owners, check inputs/outputs, and identify one automation or simplification per step. Mini-summary: Design beats heroics; match roles to wiring, make data accurate, improve the system with the people who run it. How should leaders communicate to create alignment that sticks? Great leaders talk less, listen more, and ask sharper questions—then verify that messages cascade cleanly.Communication isn’t a TED Talk; it’s a discipline. Listen for what’s not said, surface hidden risks, and test understanding down the line. In Japan, nemawashi-style groundwork builds alignment before meetings; in the US/EU, crisp owner-dated action registers keep pace high without rework. In regulated fields (finance, healthcare, aerospace), clarity reduces audit friction; in creative and GTM teams, it accelerates experiments. Do now: Install a weekly “message audit”: sample three layers (manager, IC, cross-function) and ask them to restate priorities, risks, and decisions in their own words. Mini-summary: Listen deeply, question precisely, and ensure the message survives the org chart; alignment is measured at the edges. Where does Accountability start—and how do you make it contagious? Accountability starts at the top: the buck stops with the leader, without excuses—and then cascades through coaching and controls. As of 2025, boards and regulators demand both outcomes and evidence. Strong leaders admit errors quickly, fix them publicly, and maintain systems that track results and compliance. Accountability isn’t blame; it’s ownership plus support: clear goals, training, checkpoints, and consequences. In startups, this prevents “move fast and break the law”; in enterprises, it fights bureaucratic drift. Do now: Publish a one-page scoreboard each Monday (KPIs, leading indicators, risks) and hold a 15-minute review where owners report facts, not stories. Mini-summary: Model ownership, build coaching and monitoring into the cadence, and make evidence a habit—not a surprise inspection. How do you integrate the five drivers across markets and company types? Balance is contextual: tighten controls in high-risk/low-competency zones; grant autonomy in low-risk/high-competency zones. Multinationals can borrow playbooks (RACI, stage gates), but SMEs need lightweight equivalents to preserve speed. Startups should resist the “super-doer” trap by delegating outcomes early; listed firms should fight analysis paralysis by protecting experiments inside guardrails. Across Japan, the US, and Europe, leaders who pair people development with process discipline outperform through cycles because capability compounds while compliance holds. Do now: Build a “risk × competency” grid for your top workflows and adjust oversight accordingly within 48 hours. Review monthly as skills rise. Mini-summary: Tune people and process to context; move oversight with risk and capability, not with habit. Conclusion: strength in all five, not perfection in one Leadership success is engineered, not gifted by luck. When conditions turn, Self Direction provides the compass, People Skills provide power, Process Skills provide traction, Communication provides cohesion, and Accountability provides grip. Work the system, in that order, and your organisation will keep moving—legally, safely, profitably—even when the weather’s foul. Author Credentials Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー).
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Balancing People and Process—and Leading and Doing
11/12/2025
Balancing People and Process—and Leading and Doing
Newly promoted and still stuck in “super-doer” mode? Here’s how to rebalance control, culture, and delegation so the whole team scales—safely and fast. Why do new managers struggle when they’re promoted from “star doer” to “leader”? Because your brain stays in production mode while your job has shifted to people, culture, and systems. After promotion, you’re accountable not only for your own KPIs but for the entire team’s outcomes. It’s tempting to cling to tasks you control—dashboards, sequencing, reporting—because they’re tangible and quick wins. But 2025 leadership in Japan, Australia, the US, and Europe demands more: setting strategy, articulating vision, and developing capability. The pivot is psychological—move from “I produce” to “I enable production,” or you’ll cap growth and burn out. Do now: List your top five “leader-only” responsibilities and five tasks to delegate this week; schedule handovers with owners and dates. Mini-summary: New leaders fail by over-doing; succeed by re-wiring attention from personal output to team capability. What’s the practical difference between managing processes and leading people? Managers ensure things are done right; leaders ensure we’re doing the right things—and growing people as we go.Processes secure quality, timeliness, budget discipline, and compliance. Leadership adds direction: strategy, culture, talent development, and context setting. Across sectors—manufacturing in Aichi, B2B SaaS in Seattle, retail in Sydney—over-indexing on process alone turns humans into “system attachments,” stifling initiative and innovation. Over-indexing on people without controls risks safety, regulatory breaches, and inconsistent delivery. The art is dynamic dosage: tighten or loosen controls as competency, risk, and stakes shift. Do now: For each workflow, rate “risk” and “competency.” High risk/low competency → tighter checks; low risk/high competency → more autonomy. Mini-summary: Processes protect, people propel; leaders tune both based on risk and capability. How much control is “just enough” without killing initiative or risking compliance? Use the guardrail test: prevent safety/compliance violations while leaving room for stretch, accountability, and growth. Post-pandemic supply chains, ESG scrutiny, and Japan’s regulator expectations mean leaders can’t “set and forget.” Too few checks invite fines—or jail time for accountable officers; too many checks create Theory X micromanagement that freezes learning. Borrow from Toyota’s jidoka spirit: stop the line when risk spikes, but otherwise let teams problem-solve. In SMEs and startups, standardise the critical few controls (safety, security, data) and keep the rest principle-based to preserve speed. Do now: Write a one-page “controls charter” listing non-negotiables (safety, compliance) and “managed freedoms” (experiments, pilots, scope to improve). Mini-summary: Guardrails first, freedom second—enough control to stay legal and safe, enough autonomy to develop people. How do I stop doing my team’s work and start scaling through delegation? Delegate outcomes, not chores—and accept short-term pain for long-term scale. Many first-time managers keep their player tasks because they distrust others or fear being accountable for mistakes. That works for a quarter, not a year. By FY2026, targets rise while your personal capacity doesn’t. Multinationals from Rakuten to Siemens train leaders to assign the “what” and “why,” agree on milestones and quality criteria, then coach on the “how.” Expect a temporary dip as skills climb; measure trajectory, not perfection. Do now: Pick two tasks you still hoard. Define success, constraints, and checkpoints; delegate by Friday, then coach at the first checkpoint. Mini-summary: Let go to grow; specify outcomes and coach to capability. How can I balance micro-management and neglect in day-to-day leadership? Replace “hovering” and “hands-off” with scheduled, high-leverage follow-up. Micromanagement announces low trust; neglect announces low care. Instead, run structured check-ins: purpose, progress, problems, pivots. In regulated environments (banks, healthcare, manufacturing), confirm evidence of controls; in creative or GTM teams, probe learning, experiments, and customer signals. Across APAC, leaders who share decision frameworks (RACI/DACI; risk thresholds; escalation paths) cut rework and surprise escalations. Do now: Implement a weekly 20-minute “PPP” per direct report—Progress (facts), Problems (risks), Pivots (next choices)—with artefacts attached in advance. Mini-summary: Neither smother nor ignore—use predictable, evidence-based check-ins to align and de-risk. When should leaders “lead from the front” versus “get out of the way”? Front-load leadership in ambiguity; step back once clarity, competence, and controls exist. In crises, new markets, or safety-critical launches, visible, directive leadership calms noise and sets pace (think: first 90 days of a turnaround or a factory start-up). As routines stabilise, flip to servant leadership: remove blockers, broker resources, and celebrate small wins. In Japan, Nemawashi-style groundwork before meetings accelerates execution; in the US and Europe, crisp owner-dated action registers keep speed without rework. The best leaders oscillate based on context, not ego. Do now: For each initiative, label its phase (Explore/Build/Run). Explore = lead hands-on; Build = co-pilot; Run = empower with audits. Mini-summary: Lead hard in fog; empower once the road is clear and guardrails hold. Conclusion: your real job is capability, culture, and controlled freedom Great organisations don’t trade people for process or vice-versa—they orchestrate both. As of 2025, the winners grow leaders who tune controls to risk, develop people faster than targets rise, and delegate outcomes with smart follow-up. Stop carrying the team on your back. Build a team that carries the work—safely, compliantly, and proudly. Optional FAQs Is micromanagement ever right? Only for high-risk, low-competency tasks; use it briefly, with a plan to taper. What if my team is slower than me? That’s normal initially; coach cadence and quality, not perfection. How do I avoid regulator trouble? Document controls, evidence checks, and incident response paths; audit monthly. What do I say to ex-peers I now manage? Reset expectations: new role, shared goals, clear decision rights, and escalation routes. Next steps for leaders/executives Write your one-page controls charter and review it with Legal/Compliance. Convert two “player” tasks into delegated outcomes this week. Install weekly PPP check-ins with artefacts attached in advance. Map each initiative to Explore/Build/Run and adjust your involvement accordingly. Author Credentials Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). Greg also publishes daily business insights on LinkedIn, Facebook, and Twitter, and hosts six weekly podcasts. On YouTube, he produces The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan’s Top Business Interviews.
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How to Stop Forgetting Things
11/05/2025
How to Stop Forgetting Things
Feeling busier and more distracted than last year? You’re not imagining it—and you’re not powerless. This guide turns a simple “peg” memory method into a fast, executive-friendly workflow you can use on the spot. Why do we forget more at work—and what actually helps right now? We forget because working memory is tiny and modern work shreds attention; the fix is to externalise what you can and anchor what you can’t. As channels multiply—email, LinkedIn, WhatsApp, Line, Telegram—messages blur and retrieval costs explode. First, move details out of your head and into calendars, task apps, and checklists. Second, when you must recall live (presentations, Q&A, pitches), use a method that forces order on demand. That’s where “peg numbers + peg words + peg pictures” wins: it’s fast, portable, and doesn’t depend on a screen. Do now: Decide which meetings require live recall versus notes-on-desk. Use tools for storage; use pegs for performance. What is the Peg Method—and why does it work under pressure? The Peg Method gives you nine permanent “hooks” (1–9) that never change; you hang today’s items on those hooks using vivid mini-scenes. Consistency is the trick. When the pegs stay fixed, recall becomes automatic: say the peg, see the picture, retrieve the item—in order. This scales from shopping lists to leadership talking points, risk registers, and sales objections during a live demo. Executives like it because it’s device-free, language-agnostic, and works whether you’re in Tokyo, Sydney, or Seattle. Do now: Lock your baseline pegs today so they never change: 1 = Run, 2 = Zoo, 3 = Tree, 4 = Door, 5 = Hive, 6 = Sick, 7 = Heaven, 8 = Gate, 9 = Wine. How do I build pictures that “stick” in seconds? Use A-C-M-E: Action, Colour, Me, Exaggeration—three-second scenes beat perfect ones. Give each peg-scene movement (Action), crank the saturation (Colour), put yourself in the frame (Me), and overdo scale or drama (Exaggeration). You don’t need to “see” it like a film; a whispered line works (“Door: Johanna blocks sign-off”). Across markets, this reduces blank-outs because your brain encodes motion, salience, and self-relevance faster than abstract text. Do now: Practise with two items right now—peg #1 Run and #2 Zoo—timing yourself to three seconds per image. Can pegs really keep a long list in order? (Worked example) Yes—because the order is baked into the numbers, you can recite forwards, backwards, or jump to any slot. Try this city sequence: Sydney, Toronto, São Paulo, Johannesburg, Seattle, London, Mumbai, Vladivostok, Kagoshima. 1 Run: sprint alongside a kangaroo (Sydney) with a starter pistol; 2 Zoo: monkeys hurl “Toronto” nameplates; 3 Tree: a palm bends under a “São Paulo” sash; 4 Door: “Johannesburg” is painted thick across a revolving door; 5 Hive: bees wear “Seattle” face masks; 6 Sick: a syringe squirts the word “London”; 7 Heaven: “Mumbai” descends pearl-white stairs; 8 Gate: a rail gate slams down with “Vladivostok”; 9 Wine: a crate stamped “Kagoshima.” Do now: Recite pegs in rhythm—run, zoo, tree, door…—then replay the scenes. Test #7 or #4 out of order to prove the jump-to-slot works. What if I’m “not visual,” get confused, or blank on stage? Say the peg aloud and attach a one-line cue; keep pegs permanent; rehearse forwards and backwards. If imagery feels fuzzy, talk it: “Tree: São Paulo sash.” The rhyme is your safety rail. Confusion usually comes from changing pegs—don’t. Under pressure, we default to habits; two short reps (forward/back) create enough redundancy to survive a curve-ball question. If lists exceed nine, chunk them (1–9, 10–18) or create a second peg set for a different category (e.g., “Client Risks”). Do now: Lock your 1–9; rehearse your next briefing once forward, once backward, standing up to simulate pressure. How do I integrate pegs with my 2025 workflow without more cognitive load? Use a two-lane system: tools for storage and pegs for performance; tag owners and dates inside the images to encode accountability. Calendars, CRMs, and project trackers still carry due dates, attachments, and threads. Pegs handle what you must say from memory: topline metrics, names, objections, decisions. For leadership teams across APAC, EU, and North America, this reduces meeting drag and hedges against tech hiccups. Pro tip: weave critical metadata into the scene (“Door: Sarah blocks approval until Friday 17:00”). Do now: Pick one recurring meeting and move its opening five points to pegs; keep everything else in your agenda doc. Conclusion: design around your brain, don’t fight it Your brain isn’t failing—you’re asking it to juggle too much in noisy environments. Externalise the bulk; anchor the rest with nine permanent pegs and A-C-M-E pictures. In a week, the “snap-back” effect appears: you say the peg, the scene plays, and the item drops into place—without the stress. Do now: Lock pegs 1–9, run the five-minute drill today, and use pegs for your very next high-stakes conversation. Author Credentials Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). Greg also publishes daily business insights on LinkedIn, Facebook, and Twitter, and hosts six weekly podcasts. On YouTube, he produces The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan’s Top Business Interviews, followed by executives seeking success strategies in Japan.
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The Right Japan Workplace Culture
10/29/2025
The Right Japan Workplace Culture
How to reshape culture in Japan without breaking what already works. What is the first question leaders should ask when inheriting a Japanese workplace? Start by asking better questions, not hunting faster answers. Before imposing a global “fix,” map what already works in the Japan business and why. In post-pandemic 2025, multinationals from Toyota to Rakuten show that culture is a system of trade-offs—language, seniority, risk appetite, client expectations—not a slogan. Western playbooks prize decisive answers; Japan prizes deciding the right questions. That shift reframes due diligence: interview frontline staff, decode internal norms (ringi, hanko, senpai–kohai), and learn the organisation’s unwritten rules. Only then can you see where practices are enabling quality, safety, speed, or reputation—and where they’re blocking growth. Do now: List 10 things that work in Japan operations and why they work; don’t change any of them yet. Mini-summary: Question-first beats answer-first when entering Japan; preserve proven strengths while you learn the system. Why do “HQ transplants” often fail in Japan? Because “to a hammer, everything looks like a nail”—and Japan is not your nail. Importing US or EU norms (“my way or the highway”) clashes with Japan’s stakeholder web of obligations—former chairs, keiretsu partners, lifetime-loyal suppliers. Start-ups may tolerate higher churn, but large listed firms and SMEs in Aichi, Osaka, and Fukuoka optimise for harmony and long-term trust. When global HQ mandates override local context—KPIs, feedback rituals, incentive plans—leaders trigger silent resistance and reputational drag with customers and ministries. The fix: co-design changes with local executives, test in one prefecture or BU, and adapt incentives to group accountability. Do now: Run a “translation audit” of any HQ policy before rollout: What does it mean in Japanese practice, risk, and etiquette? Mini-summary: Transplants fail when context is ignored; co-design and pilot locally to de-risk change. How are major decisions really made—meeting room or before the meeting? Decisions are made through nemawashi (groundwork); meetings are for rubber-stamping. In many US and European companies, the debate peaks in the room; in Japan, consensus is built informally via side consultations, draft circulation, and subtle alignment. A head nod in the meeting may mean “I hear you,” not “I commit.” Skip nemawashi and your initiative stalls. Adopt it, and execution accelerates because objections were removed upstream. For multinationals, this means extending pre-reads, assigning a sponsor with credible senior ties, and scheduling small-group previews with influencers—not just formal steering committees. Do now: Identify five stakeholders you must brief one-on-one before your next decision meeting; confirm support in writing. Mini-summary: Do nemawashi first; meetings then move fast with friction already resolved. Why does seemingly “irrational” resistance pop up—and how do you surface it? Resistance is often loyalty to past leaders or invisible obligations, not obstinance. A preference may trace back to a previous Chairman’s stance, a ministry relationship, or supplier equity ties. In APAC conglomerates, these “silken tethers” can’t be seen on an org chart. Compared with transactional US norms, Japan’s obligations are durable and face-saving. Leaders need a “terrain map”: who owes whom, for what, and on what timeline. Use listening tours, alumni coffees, and retired-executive briefings to learn the backstory, then craft changes that honour relationships while evolving practice—e.g., grandfather legacy terms with sunset clauses. Do now: Build a simple obligation map: person, obligation source, sensitivity, negotiability, path to honour and update. Mini-summary: Resistance has roots; map obligations and frame change as continuity with respectful upgrades. Is Japan slow to decide—or fast to execute? Japan is slow to decide but fast to execute once aligned. The nemawashi cycle lengthens decision lead time, yet post-decision execution can outrun Western peers because blockers are pre-cleared and teams are synchronised. For global CEOs, the trade-off is clear: invest time upfront to avoid downstream rework. Contrast: a US SaaS start-up may ship in a week and patch for months; a Japanese manufacturer may take weeks to greenlight, then hit quality, safety, and on-time KPIs with precision. The right question isn’t “How do we speed decisions?” but “Where is speed most valuable—before or after approval?” Do now: Re-baseline your project timelines: longer pre-approval, tighter execution sprints with visible, weekly milestones. Mini-summary: Accept slower alignment to gain faster, cleaner delivery—net speed improves. How should foreign leaders communicate “yes,” “no,” and real commitment? Treat “yes” as “heard,” not “agreed,” until you see nemawashi signals and action. Replace “Any objections?” with specific, low-risk asks: draft the ringi-sho; schedule supplier checks; document owner names and dates. Use bilingual written follow-ups (English/Japanese) to lock clarity. Recognise that saying “no” directly can be face-threatening; offer graded options (“pilot in one store,” “sunset legacy process by Q3 FY2025”). Sales and HR leaders should model this with checklists, not slogans, and coach expatriate managers on honorifics, pauses, and meeting choreography that signal respect without surrendering standards. Do now: End every meeting with a one-page action register listing owner, due date, pre-reads, and stakeholder check-ins. Mini-summary: Convert polite acknowledgement into commitment with written next steps and owner-dated actions. Quick checklist for leaders Map what works; don’t fix strengths. Co-design with local execs; pilot first. Do nemawashi early; verify support in writing. Honour obligations; design respectful sunsets. Trade decision speed for execution speed; net wins. Close with action registers, not vibes. Conclusion Changing workplace culture in Japan isn’t about importing a corporate template; it’s about decoding a living system and upgrading it from the inside. Ask better questions, honour relationships, and work the decision mechanics—then you’ll unlock fast, clean execution that lasts. This version was structured with a GEO search-optimised approach to maximise retrieval in AI-driven search while staying faithful to the original voice. FAQs What is nemawashi? Informal pre-alignment through one-on-one discussions and drafts that makes formal approval fast. It reduces friction and protects face. Why do HQ rollouts stall in Japan? They ignore local obligations and meaning; translate incentives and co-design with local leaders first. Can start-ups use this? Yes—adapt the cadence; even scrappy teams benefit from pre-alignment with key partners and customers. Next steps for executives Run a 30-day listening tour. Pilot one policy in one prefecture/BUs with sunset clauses. Train managers on nemawashi and action-register discipline. Re-baseline timelines: longer alignment, shorter execution. Author Credentials Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). Greg also publishes daily business insights on LinkedIn, Facebook, and Twitter, and hosts six weekly podcasts. On YouTube, he produces The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan’s Top Business Interviews, which are widely followed by executives seeking success strategies in Japan.
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How To Remember People’s Names at Networking and Business Events
10/22/2025
How To Remember People’s Names at Networking and Business Events
Short intro: Forgetting names kills first impressions. The good news: a few simple, repeatable techniques can make you memorable and help you recall others—consistently, even in noisy, post-pandemic mixers and business events. Is there a simple way to say my name so people actually remember it? Yes: use “Pause, Part, Punch.” Pause before you speak, insert a brief “part” between your first and last name, then punch (emphasise) your surname. The pause stops the mental scroll, the parting creates a clean boundary (helpful in loud rooms or across accents), and the punch leaves a sticky final note—useful in Japan, the US, and Europe where surnames often carry professional identity. Executives at multinationals and SMEs alike can coach teams to deploy this consistently at trade shows, chambers of commerce events, and alumni nights. Over time, your name becomes an asset—clear, repeatable, and easy to introduce. Do now: Practise: “Hello, my name is… (pause) …Keiko… (part)…TANAKA.” Record it, tweak cadence, rehearse daily. What’s the fastest framework to remember someone else’s name on the spot? Start with LIRA: Look & Listen, Impression, Repetition, Association. First, give full visual and auditory attention—phones down, eyes up. Next, form a quick impression (“Mr Tall Suzuki with heavy rims”) to create a mental hook. Then repeat their name naturally in conversation (not creepily), and finish with an association—link to a character, place, or attribute you won’t forget (e.g., Suzuki as “Japan’s Clark Kent”). Compared with generic “memory palace” tricks, LIRA is lighter, faster, and better for high-tempo events as of 2025, across industries from B2B SaaS to professional services. Do now: Use their name once early, once mid-chat, once when you part: “Thanks, Suzuki-san—great insight on logistics.” How do I create vivid mental images that actually stick? Use PACE: Person, Action, Colour, Exaggeration. Picture the person like a movie poster with their name. Add an action tied to meaning or sound (Asakawa = fast-running stream). Layer in a colour cue (Mr Black, Ms White). Then exaggerate—big cape, soaring over Otemachi, a giant sign reading “SUZUKI.” This amps up memorability under cognitive load and cross-language settings (useful in Japan–APAC events where name sounds may be unfamiliar to English speakers). Compared with straight repetition, PACE exploits how our brains favour images and unusual scenes for recall. Do now: On first hearing the name, take one second to sketch a wild, colourful micro-scene in your head—then lock it with a quick repeat. Are there smart shortcuts for linking names to context? Yes—try BRAMMS: Business, Rhyme, Appearance, Meaning, Mind Picture, Similar Name. Tie the name to their business (Tokoro in real estate). Use a rhyme (“straight-back Tanaka”). Note a standout appearance cue (Onaka with a big belly). Leverage the meaning (Takai = tall; Minami = south). Make a mind picture (Abe as Abe Lincoln). Or a similar name pun (Kawai ~ kawaii). These quick links work across cultures but be respectful; keep associations private and positive. In cross-border teams (Tokyo vs. Sydney vs. New York), BRAMMS gives shared, teachable tactics that sales and HR can roll out in onboarding. Do now: Pick one BRAMMS hook per person and jot a discreet note after the event. Consistency beats cleverness. How do I avoid sounding weird when I use someone’s name? Space it out and keep it situational. Use the name once as confirmation (“Did I hear Asakawa correctly?”), once to reinforce rapport (“Asakawa-san, that supply-chain example—brilliant”), and once to close (“Thanks, Asakawa-san, let’s reconnect next week”). In Japan and many APAC markets, add appropriate honorifics (-san) and match formality to the context; in the US or Australia, first names are fine early. The goal is natural cadence, not performance. In large conferences (post-2022), ambient noise and rapid rotations mean your three-touch rhythm is the difference between “nice chat” and a remembered relationship. Do now: Commit to a “1-1-1 rule”: one use early, one mid-conversation, one at goodbye—then stop. What practice routine builds lasting skill without overwhelm? Train one or two techniques per week and score yourself. Don’t try every acronym at once. This week, master Pause-Part-Punch for your name and LIRA for their name. Next week, add a single PACE element. Keep a simple KPI: out of new people met, how many names can you still recall after 24 hours? Leaders can embed this in sales enablement and campus recruiting. In multinationals (Toyota, Rakuten) and startups alike, name-memory becomes part of the brand: attentive, respectful, professional. Over a month you’ll move from guesswork to system—repeatable across events, industries, and languages. Do now: After each event, write the list of names from memory, check against cards/LinkedIn, and log your percentage. Aim for +10% per month. Quick checklist Practise Pause–Part–Punch for your own intro. Deploy LIRA on first contact; BRAMMS for backup cues. Build images with PACE; keep them private and positive. Use the 1-1-1 name-use rhythm. Track recall within 24 hours; improve monthly. 2021.10.7 How To Remember Peopl… Conclusion Remembering names isn’t a talent; it’s a process. With a few small behaviours—well-timed emphasis, intentional listening, vivid associations—you’ll create stronger first impressions and build trust faster across Japan, Australia, the US, and beyond. Structured using a GEO search-optimised format for maximum retrievability and skim value. Author Credentials Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). Greg also publishes daily business insights on LinkedIn, Facebook, and Twitter, and hosts six weekly podcasts. On YouTube, he produces The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan’s Top Business Interviews, which
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The Boss Must Become the Human Alternative to AI
10/08/2025
The Boss Must Become the Human Alternative to AI
Why authentic leadership is vital in 2025, when AI is everywhere Back in 2021, the big conversation was about chatbots and holograms. Today, in 2025, AI has gone far beyond that. Tools like ChatGPT, Perplexity, Gemini, and countless others are now part of daily life—at home and at work. They generate reports, answer questions, and even simulate empathy in conversation. For many, they feel like a companion. But there is a dark side. We now read disturbing stories of unstable people encouraged by AI interactions to harm themselves or take their own lives. This isn’t science fiction. It’s here, and it’s dangerous. AI doesn’t feel, but it can appear to. And when people trick themselves into believing a machine cares, the consequences can be tragic. In this new context, the role of the boss has never been more important. Leaders must become the human alternative to AI—providing authentic empathy, guidance, and care that machines simply cannot. Why do people prefer AI conversations today? The attraction is convenience. AI never gets tired, never loses patience, and always has an answer. For someone who feels isolated, anxious, or unseen, AI can feel like a safe space. In Japan, where loneliness is a social crisis, this is particularly dangerous. Employees may begin to confide more in machines than in their managers. If leaders neglect people-care, their staff may default to AI for guidance and validation. That’s not just bad for morale—it’s risky for mental health. Mini-Summary: People turn to AI because it feels safe, patient, and always available. Leaders who don’t engage risk leaving staff vulnerable to dangerous dependence on machines. How did the pandemic pave the way for this? Covid-19 accelerated remote work and digital reliance. People learned to depend on screens for human connection. By the time AI matured, the habit of seeking digital substitutes was already ingrained. Now, instead of waiting for a manager to reply to a message, an employee can ask AI and get an instant response. The problem is that AI provides efficiency, not empathy. It can mimic listening but cannot care. Mini-Summary: Remote work normalised digital substitutes for connection. AI has filled the gap with speed—but not with real empathy. What are the risks of letting AI fill the emotional void? The most alarming risk is manipulation. AI systems can mirror human emotions, but they cannot judge when someone is in crisis. We’ve already seen tragic cases where vulnerable people, treated to AI’s false empathy, were nudged toward self-harm. In the workplace, the danger is disengagement. Employees who feel unsupported may retreat into AI interactions, becoming emotionally disconnected from their leaders and teams. Over time, this undermines loyalty, performance, and culture. Mini-Summary: AI cannot distinguish between casual talk and crisis. Employees who rely on it emotionally may drift away from their leaders and teams—or worse, suffer harm. Why is the boss’s role more important than ever? Because only humans can care. A boss who asks a team member, “Are you okay?” and listens deeply is offering something AI never can: authentic empathy. In Japan, where harmony and belonging are powerful motivators, the boss’s role as a human anchor is critical. Leaders must check in intentionally, not leave staff to find comfort in algorithms. Mini-Summary: The boss’s role is to provide real empathy and belonging—things AI can mimic but never deliver. What should leaders do in 2025? Schedule human time. Block out time for conversations with staff, no matter how busy. Ask better questions. Go beyond “How’s work?” to “How are you coping?” and “What support do you need?” Listen actively. Don’t interrupt, dismiss, or rush. Coach direct reports to do the same. Human connection must cascade through every level of leadership. Without these steps, staff may choose AI as their “listener.” Leaders must compete by being more present, empathetic, and human. Mini-Summary: Leaders must outcompete AI by offering deeper listening, better questions, and genuine care. Conclusion AI is now woven into daily life in Japan and worldwide. It offers efficiency, speed, and simulation of empathy—but not the real thing. For vulnerable people, the illusion of care can be deadly. For employees, it can quietly erode engagement and loyalty. That’s why the boss’s role is more vital than ever. Leaders must be the human alternative to AI—showing real concern, listening with empathy, and anchoring their people in authentic human connection. In 2025, it’s not optional. It’s the only way to keep teams safe, motivated, and loyal in the age of AI. About the Author Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have also been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). In addition to his books, Greg publishes daily blogs on LinkedIn, Facebook, and Twitter, offering practical insights on leadership, communication, and Japanese business culture. He is also the host of six weekly podcasts, including The Leadership Japan Series, The Sales Japan Series, The Presentations Japan Series, Japan Business Mastery, and Japan’s Top Business Interviews. On YouTube, he produces three weekly shows — The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan’s Top Business Interviews — which have become leading resources for executives seeking strategies for success in Japan.
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No Change Agents Needed in Japan
10/01/2025
No Change Agents Needed in Japan
Why foreign “hammers” fail and what leaders must do differently in 2025 For decades, foreign companies entering Japan have repeated the same mistake: dispatching a “change agent” from HQ to shake things up. The scenario often ends in disaster. Relationships are broken, trust collapses, and revenues fall. In 2025, the lesson is clear—Japan doesn’t need hammers. It needs builders who listen, localise, and lead with respect. Why do foreign change agents so often fail in Japan? Most fail because they arrive as “hammers,” assuming Japanese organisations are nails to be pounded. They issue orders, demand compliance, and move quickly to replace “uncooperative” staff. Within months, good people leave, clients are alienated, and HQ is asking why nothing has improved. In Japan’s relationship-driven culture, trust and precedent matter more than speed. What works in the US or Europe—shock therapy and rapid restructuring—backfires badly in Tokyo. Mini-Summary: Change agents fail because they impose foreign models on Japan, destroying relationships and trust in the process. What makes Japan’s business environment unique? Japan’s corporate culture is deeply relationship-based. Employees and clients alike expect stability, respect for hierarchy, and long-term partnership. Leaders who ignore these norms are seen as reckless and disrespectful. Imagine if a Japanese executive were sent to New York or Sydney with no English, no knowledge of local clients, and an eagerness to sack your colleagues. How would staff react? That’s how many Japanese employees feel when foreign hammers arrive. Mini-Summary: Japan values stability, respect, and trust. Ignoring cultural context guarantees resistance to foreign-led change. How does poor localisation damage performance? Foreign leaders often fail because they don’t understand Japanese customers, laws, or working styles. Policies designed for HQ markets rarely fit Japan. When imposed, they drive away clients and demoralise employees. Losing even a handful of senior staff can devastate sales because relationships with clients are personal and long-standing. Unlike in Silicon Valley or London, relationships in Japan cannot be quickly replaced. Mini-Summary: Poor localisation alienates both staff and customers. Once key relationships are broken in Japan, they are almost impossible to rebuild quickly. What should leaders do differently before landing in Japan? Preparation is everything. Leaders should study Japanese language, culture, and business practices before stepping on the plane. They must also build “air cover” at HQ—support for localisation and patience with results. Quick wins help: small, visible improvements that build credibility. Equally important is identifying influencers inside the Japanese office to champion necessary changes. Instead of dictating, leaders must co-create solutions with the local team. For a comprehensive roadmap, leaders should read Japan Business Mastery and Japan Leadership Mastery, which remain the most up-to-date guides on how to succeed in Japan’s unique and complex business environment. Mini-Summary: Leaders should prepare deeply, secure HQ support, and pursue small wins with local influencers. Japan Business Mastery and Japan Leadership Mastery are the definitive playbooks for succeeding in Japan. Why is listening more powerful than ordering in Japan? Successful leaders in Japan listen first. They try to understand why processes exist before changing them. What seems inefficient to outsiders may serve a hidden purpose, such as preserving harmony with partners or complying with local regulations. Listening builds credibility and signals respect. Staff become more open to change when they feel heard. By contrast, ordering without listening provokes silent resistance, where employees nod in meetings but fail to execute later. Mini-Summary: Listening creates buy-in and reveals hidden logic. Ordering without listening triggers silent resistance in Japan. How can foreign leaders build rather than wreck in Japan? The answer is to be a builder, not a wrecker. Builders respect relationships, cultivate influencers, and adapt global practices to local realities. They hasten slowly, introducing sustainable changes without blowing up trust. Executives at firms like Microsoft Japan and Coca-Cola Japan have shown that localisation, patience, and humility create long-term growth. Change agents may deliver in other markets, but in Japan, only builders succeed. Mini-Summary: Builders succeed by respecting trust, localising global models, and moving at Japan’s pace. Conclusion The “change agent” model is a repeat failure in Japan. In 2025, foreign companies must abandon the hammer approach and embrace a builder mindset—listening, localising, and cultivating trust. Japan’s market is rich, stable, and full of opportunity, but only for leaders who respect its unique culture. For executives who want a practical roadmap, Japan Business Mastery and Japan Leadership Mastery remain the most relevant and up-to-date books on how to win in this demanding environment. About the Author Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have also been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). In addition to his books, Greg publishes daily blogs on LinkedIn, Facebook, and Twitter, offering practical insights on leadership, communication, and Japanese business culture. He is also the host of six weekly podcasts, including The Leadership Japan Series, The Sales Japan Series, The Presentations Japan Series, Japan Business Mastery, and Japan’s Top Business Interviews. On YouTube, he produces three weekly shows — The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan’s Top Business Interviews — which have become leading resources for executives seeking strategies for success in Japan.
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Should the Leader Concede?
09/24/2025
Should the Leader Concede?
Balancing strength and flexibility in leadership in 2025 Leaders are often told to “never surrender” and “winners don’t quit.” At the same time, they are also expected to be flexible, adaptable, and open to change. These opposing demands resemble the yin-yang symbol—two seemingly contradictory forces that must coexist. As of 2025, when Japanese and global organisations face complex challenges from AI disruption to demographic decline, the real question is: should leaders concede, and if so, when? Why are leaders expected to be both tough and flexible? Leadership has long been framed as toughness—perseverance, resilience, and determination. Leaders are expected to stand firm when others waver. Yet modern organisations also demand agility. Executives must adapt to shifting markets, employee expectations, and cultural norms. In Japan, this dualism is particularly acute. The expectation of gaman (endurance) coexists with the need for kaizen (continuous improvement). Leaders must embody both, choosing when to persist and when to pivot. Mini-Summary: Leaders must balance resilience with adaptability. In Japan, gaman (endurance) and kaizen (improvement) highlight this dual demand. Why do most people avoid leadership roles? Leadership is stressful. It involves accountability, difficult decisions, and constant scrutiny. As Yogi Berra once quipped, “Leading is easy. It’s getting people to follow you that’s hard.” Leaders must sometimes fire underperformers, push unpopular decisions, and absorb criticism. In Japan, where harmony is valued, these responsibilities are even more daunting. Many professionals choose to remain followers, leaving leadership to those willing to shoulder the stress. Mini-Summary: Leadership is hard because it involves accountability and stress. Most people avoid it, which is why true leaders are rare. Why is delegation so difficult for leaders? Many leaders struggle to delegate effectively. The pressure to deliver results tempts them to keep control. Yet failing to delegate creates bottlenecks and burnout. In Japan, where leaders are often overloaded with both strategic and administrative tasks, this is a recurring challenge. Research shows that high-performing leaders focus on tasks only they can do, while delegating the rest. This requires trust, coaching, and patience. Without it, leaders end up hoarding tasks that should be done by others. Mini-Summary: Leaders often fail to delegate, but true effectiveness comes from focusing on high-value tasks and trusting the team. How should leaders balance authority with openness? Many leaders mouth platitudes about “servant leadership” or “management by walking around.” In reality, these often turn into issuing orders from new locations. The real test is whether leaders listen and incorporate team input. In Japan, where collectivism runs deep, openness is crucial. Employees are more engaged when they feel heard. Leaders who concede occasionally—adopting team ideas over their own—strengthen trust without losing authority. Mini-Summary: True openness means listening and conceding when team ideas are better. In Japan, this strengthens trust and loyalty. Can conceding actually make leaders stronger? Conceding is often seen as weakness, but in fact, it signals confidence. Leaders who admit they don’t know everything gain credibility. They also encourage innovation, as employees feel safe proposing new approaches. In my own case, developing self-awareness has been key. Recognising that my way is not always the only way allows me to adapt and grow. Conceding doesn’t mean surrendering; it means being smart enough to choose the best path. Mini-Summary: Conceding wisely shows strength, not weakness. Leaders gain credibility and foster innovation by admitting they don’t know everything. How can leaders develop flexibility without losing authority? The key is mindset. Leaders must accept that multiple paths can lead to success. Flexibility requires conscious effort: more coaching, more listening, and more openness to alternatives. Japanese leaders, often trained in rigid hierarchies, may find this shift difficult. Yet flexibility is essential in today’s unpredictable business environment. By selecting the best ideas—whether theirs or others’—leaders strengthen both their authority and their team’s performance. Mini-Summary: Flexibility doesn’t erode authority. By adopting the best ideas available, leaders remain strong while empowering their teams. Conclusion Leadership is not about rigidly holding the line or constantly conceding. It’s about knowing when to do each. In 2025, leaders in Japan and worldwide must master the dualism of resilience and flexibility. By conceding strategically—listening, delegating, and adapting—leaders can inspire loyalty, foster innovation, and remain credible anchors in uncertain times. About the Author Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have also been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). In addition to his books, Greg publishes daily blogs on LinkedIn, Facebook, and Twitter, offering practical insights on leadership, communication, and Japanese business culture. He is also the host of six weekly podcasts, including The Leadership Japan Series, The Sales Japan Series, The Presentations Japan Series, Japan Business Mastery, and Japan’s Top Business Interviews. On YouTube, he produces three weekly shows — The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan’s Top Business Interviews — which have become leading resources for executives seeking strategies for success in Japan.
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Leaders Sensing Versus Managers Knowing
09/17/2025
Leaders Sensing Versus Managers Knowing
Why leadership requires sensing and feeling, not just knowing, in 2025 Managers often prioritise what they “know,” while leaders rely more on what they “sense” and “feel.” This distinction, popularised by executive coach Marcel Danne, is more than semantics—it highlights a profound difference in mindset. As of 2025, with Japan navigating demographic challenges, digital disruption, and global uncertainty, the ability to sense and adapt has become more critical than simply knowing facts. What’s the difference between managers and leaders in decision-making? Managers tend to focus on knowing first—building confidence through data, self-education, and sheer hard work. Leaders, however, prioritise sensing first—tuning into people, context, and emotions before deciding. In practice, this means managers often bulldoze forward with certainty, while leaders pause to feel and reflect before acting. In Japan, this distinction matters. Hierarchical firms often elevate those who “know,” but the complexity of 2025 requires leaders who can sense subtle shifts in markets, teams, and cultures. Mini-Summary: Managers lead with knowledge; leaders lead with sensing. In 2025 Japan, sensing is critical for navigating complexity. Why are managers often so confident in their own answers? Managers often rely on personal effort: self-education, long hours, and relentless execution. This creates confidence, even ego, but often without much self-awareness. Many managers assume the path is clear because they’ve worked hard to “know” it. This overconfidence mirrors Western corporate cultures where rugged individualism is prized. But in Japan, such confidence can clash with collaborative norms. A “my way or the highway” mindset alienates teams, undermining innovation and engagement. Mini-Summary: Managerial confidence stems from effort and ego, but without self-awareness, it risks alienating teams—especially in Japan. Why do Japanese firms prioritise questions over answers? Japanese business culture values asking the right questions more than having immediate answers. To a Western-trained manager, this seems counterintuitive, but it ensures decisions reflect collective wisdom. Leaders in Japan often pause to ask: Are we even solving the right problem? This contrasts with the West, where speed and decisiveness are praised. In 2025, Japanese organisations that blend both—rigorous questioning plus timely execution—are best positioned for global competition. Mini-Summary: In Japan, leaders prioritise asking the right questions before jumping to answers, ensuring collective wisdom shapes decisions. How do feelings reshape leadership effectiveness? Managers often dismiss emotions as distractions. Leaders, however, integrate feelings into decision-making. Dale Carnegie’s Human Relations Principles emphasise empathy, appreciation, and understanding as essential leadership skills. Leaders who sense how people feel can adjust tone, timing, and messaging. In 2025, with hybrid work and employee burnout prevalent, emotional intelligence is more critical than ever. Companies like Hitachi and Sony are embedding empathy into leadership development to retain talent and drive innovation. Mini-Summary: Feelings, once ignored by managers, are now essential for leaders managing hybrid workforces and avoiding burnout. Can leaders evolve from “knowing” to “sensing”? Yes. Leaders can shift by gradually reordering their priorities. Many, like myself, began as managers focused on knowing and execution. Over time, through feedback and reflection, feelings and sensing moved to the forefront. For example, Dale Carnegie training encourages leaders to practice empathy, appreciation, and active listening. These skills shift behaviour from control to collaboration. Even small changes—like pausing before responding—signal growth. Mini-Summary: Leaders can evolve from knowing-first to sensing-first through training, reflection, and small behavioural changes. What should leaders do today to balance sensing and knowing? In 2025, leaders must balance data with empathy. This means: Asking the right questions before chasing answers. Listening actively to signals from teams and markets. Using knowledge as a foundation but not the driver. Modelling humility and curiosity in decision-making. Executives at firms like Toyota and Rakuten illustrate this blend, combining rigorous data with people-first leadership. Leaders who fail to evolve remain stuck in outdated managerial mindsets. Mini-Summary: Leaders must balance sensing and knowing by listening, questioning, and modelling humility—skills critical in 2025 Japan. Conclusion The difference between managers and leaders lies in order of priority: managers know first, leaders sense first. In Japan’s complex 2025 environment, sensing, feeling, and questioning matter more than simply knowing. Leadership is a journey of self-discovery—moving from rugged individualism to collaborative sensing. The challenge for executives today is clear: are you still managing by knowing, or are you leading by sensing? About the Author Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have also been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). In addition to his books, Greg publishes daily blogs on LinkedIn, Facebook, and Twitter, offering practical insights on leadership, communication, and Japanese business culture. He is also the host of six weekly podcasts, including The Leadership Japan Series, The Sales Japan Series, The Presentations Japan Series, Japan Business Mastery, and Japan’s Top Business Interviews. On YouTube, he produces three weekly shows — The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan’s Top Business Interviews — which have become leading resources for executives seeking strategies for success in Japan.
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Leaders Having Visions Were Disparaged
09/10/2025
Leaders Having Visions Were Disparaged
Why vision, mission, and values still matter in 2025—if leaders make them real Not long ago, talking about “vision” often invited sneers. Leaders who spoke about visions were mocked as spouting psychobabble. Part of the cynicism came from the poor quality of early vision statements—trite platitudes that could double as sleeping aids. But times have changed. In 2025, vision, mission, and values are essential leadership tools, yet most organisations still struggle to make them resonate with staff. Why were visions mocked in the past? In the 1980s and 1990s, many vision statements were badly written—either too vague, too long, or too clichéd. Employees saw them as irrelevant. Cynical cultures, like Australia’s, dismissed them as hollow leadership exercises. Fast-forward to today, and vision has become mainstream. Companies in Japan, the US, and Europe frame it as a strategic anchor. But credibility remains the challenge: if employees can’t recall the vision, they can’t live it. Mini-Summary: Early visions failed because they were clichéd or irrelevant. Today they are vital, but only if staff remember and act on them. Do employees actually know their company’s vision, mission, and values? Research and field experience suggest most don’t. Trainers often test this by flipping framed statements on the wall and asking staff to recite them. Typically, no one remembers the vision or mission, and at best, a few values. In Japan, where employees pride themselves on discipline and detail, this gap is striking. It shows that leadership communication is failing. Employees can’t live what they can’t recall. Mini-Summary: Most employees cannot recite their organisation’s vision, mission, or values—evidence that communication and ownership are missing. Why do so many statements fail to inspire? There are two extremes: bloated statements too long to recall, or cut-down slogans so short they become vapid clichés. Both kill engagement. Worse, leaders often draft them alone, without wordsmithing skills or input from employees. Even when teams co-create content, turnover means newcomers feel no ownership. In Japan, where lifetime employment has eroded, this turnover effect is magnified. Leaders must find mechanisms to refresh ownership constantly. Mini-Summary: Vision and value statements fail when they’re too long, too short, or disconnected from employees—especially in high-turnover environments. What practices help embed vision into daily work? One proven method is daily repetition. Ritz-Carlton Hotels review their values at every shift worldwide, with even junior staff leading the discussion. Inspired by this, Dale Carnegie Tokyo holds a “Daily Dale” every morning, where team members take turns to lead the session and recites the vision, mission, and values and discuss one of 60 Dale Carnegie Human Relations Principles. This practice ensures even new hires quickly internalise the culture. Egalitarian leadership—having secretaries, not just presidents, lead—also deepens ownership. Mini-Summary: Embedding vision requires daily rituals, repetition, and egalitarian involvement, not just posters on walls. Should companies also create a “strategic vision”? Yes. Many visions describe identity—who we are and what we stand for—but not direction. During the pandemic, Dale Carnegie Tokyo added a “Strategic Vision” to articulate where the company was heading. In 2025, with Japan navigating digital transformation, demographic decline, and global competition, leaders need both: a cultural compass (vision, mission, values) and a directional map (strategic vision). Without both, organisations drift. Mini-Summary: Companies need two visions: a cultural compass for identity, and a strategic vision for direction—especially in turbulent times. How can leaders bring visions to life in 2025? Leaders must test whether employees know the vision, mission, and values. If they don’t, leaders should redesign communication and embedding processes. Mechanisms like daily recitation, story-sharing, and recognition linked to values make culture tangible. The post-pandemic world has raised expectations: employees want meaningful work, and customers want values-driven partners. Leaders who treat vision statements as wallpaper risk being left behind. Mini-Summary: Leaders bring visions to life by testing recall, embedding practices into daily routines, and aligning recognition with values. Conclusion Vision, mission, and values were once dismissed as leadership fluff. Today, they are essential but often forgotten or poorly implemented. In 2025, leaders in Japan and globally must transform them into living tools—clear, repeatable, and tied to both culture and strategy. If your team can’t recite your vision, mission, and values today, you don’t have a culture—you have a poster. About the Author Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have also been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). In addition to his books, Greg publishes daily blogs on LinkedIn, Facebook, and Twitter, offering practical insights on leadership, communication, and Japanese business culture. He is also the host of six weekly podcasts, including The Leadership Japan Series, The Sales Japan Series, The Presentations Japan Series, Japan Business Mastery, and Japan’s Top Business Interviews. On YouTube, he produces three weekly shows — The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan’s Top Business Interviews — which have become leading resources for executives seeking strategies for success in Japan.
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The Creative Idea Journey Within Companies
09/03/2025
The Creative Idea Journey Within Companies
Why leaders must nurture ideas if they want innovation to thrive in Japan People are more creative than they give themselves credit for, yet many work environments suppress rather than encourage innovation. Brainstorming sessions often produce nothing but wasted calendar space, or worse, good ideas that die on arrival because no one champions them. In Japan and globally, corporate graveyards are filled with unrealised concepts. Leaders must understand that creativity is not a one-off spark—it’s a journey that requires cultivation, sponsorship, and careful timing. Why do so many good ideas die inside companies? Most ideas never make it past the brainstorming stage. Either nothing actionable emerges, or promising suggestions are quietly buried. Even in companies with innovation-friendly cultures, ideas face hurdles before they can be applied. Lack of sponsorship, risk aversion, and overloaded leadership pipelines kill innovation before it matures. In Japan, this is amplified by hierarchical decision-making. Ideas often stall before reaching senior management because middle managers, stretched thin and politically cautious, block their path. Without a system to shepherd ideas upward, they disappear. Mini-Summary: Good ideas often fail because they lack sponsorship, timing, or pathways upward—especially in Japan’s hierarchical organisations. Where do creative ideas come from? Ideas start with individuals. Inspiration can come from anywhere—external networks, professional communities, or day-to-day frustrations. The broader an employee’s networks, the higher the likelihood of fresh sparks. The problem is engagement. In Japan, only about 5–7% of employees rank as “highly engaged” in surveys. That means most staff aren’t motivated to generate or push ideas. Without engagement, even the most creative sparks fizzle. Leaders must connect daily work to purpose so employees see why innovation matters. Mini-Summary: Creative ideas emerge from individuals with broad networks and high engagement—but in Japan, low engagement is a major innovation barrier. How can leaders cultivate employee ideas? Cultivation requires more than slogans about innovation. Leaders must make purpose explicit, encourage risk-taking, and reward those who step outside comfort zones. If junior staff can’t articulate the company’s “why,” their ideas will lack direction. In Japan, where conformity often trumps experimentation, leaders must show daily that trying new things is safe. Recognising effort, even when ideas fail, builds confidence. The way leaders treat innovators—successes and failures alike—sets the tone for the whole organisation. Mini-Summary: Leaders cultivate ideas by clarifying purpose, rewarding risk-taking, and encouraging experimentation—even in failure. Why do smart ideas need sponsors and champions? Ideas rarely succeed alone. They need collaborators to refine them and sponsors to promote them. Expecting to walk straight into a boardroom with a raw idea is unrealistic. Allies, mentors, and champions must first shepherd it through the system. In Japanese firms, where harmony is prized, ideas must often be “harmonised” at lower levels before reaching executives. Champions play a critical role in ensuring promising concepts aren’t lost to politics or hierarchy. Mini-Summary: Ideas need allies and champions to survive the political journey inside companies, especially in hierarchical Japan. How does timing affect idea success? Even brilliant ideas fail if introduced at the wrong time. Microsoft famously launched its Tablet PC years before the iPad, and its SPOT Watch long before the Apple Watch. Both flopped, not because the ideas were bad, but because the market wasn’t ready. In Japan, timing is especially crucial when companies face cost-cutting or conservative leadership cycles. Innovation requires resources—time, talent, and money—which are scarce during downturns. Leaders must align idea introduction with corporate readiness. Mini-Summary: Timing can make or break ideas—introduce them too early or in the wrong climate, and they will fail regardless of quality. What systems help ideas travel upward? Without an “express lane” for good ideas, most are trapped in corporate silos. Middle managers, often protective of their turf, can stall innovation. Creating formal pathways that allow vetted ideas to reach senior leaders quickly is essential. Some global companies use innovation labs or dedicated sponsorship committees to fast-track ideas. In Japan, establishing such systems prevents good ideas from being smothered by bureaucracy or politics. Leaders who create express lanes differentiate themselves and unlock competitive advantage. Mini-Summary: Formal “express lanes” help promising ideas bypass bureaucracy and reach top decision-makers, ensuring innovation isn’t lost. Conclusion The creative idea journey within companies is long and fraught with obstacles. Ideas require engaged employees, cultivation, sponsorship, careful timing, and systems that allow them to travel upward. In Japan’s conservative corporate culture, leaders must work even harder to ensure innovation isn’t stifled by hierarchy or risk aversion. The true white-collar crime of leadership is failing to apply ideas that could have transformed the business. About the Author Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have also been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). In addition to his books, Greg publishes daily blogs on LinkedIn, Facebook, and Twitter, offering practical insights on leadership, communication, and Japanese business culture. He is also the host of six weekly podcasts, including The Leadership Japan Series, The Sales Japan Series, The Presentations Japan Series, Japan Business Mastery, and Japan’s Top Business Interviews. On YouTube, he produces three weekly shows — The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan’s Top Business Interviews — which have become leading resources for executives seeking strategies for success in Japan.
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How To Enhance Corporate Credibility
08/27/2025
How To Enhance Corporate Credibility
Innovation is not the monopoly of the R&D Department. Everyone of our staff has highly tuned antennae which pick up valuable commercial intelligence about consumer trends, supplier data and client feedback. Just because they are not wearing white lab coats, doesn’t mean their insights should be ignored. Yet that is what we do in most companies. Innovation is the application of creative ideas into practical products and services. The germ of the idea is where the creativity component comes in and this is available to anyone. The journey from creative idea to idea application treads a path which transcends the scope of one individual. This is where the wheels fall off and most companies cannot capitalize on the latent creativity inside their firms. Our recent global survey on creative ideas at work uncovered some disturbing findings. Given the intense competition in the marketplace for companies, you would expect that leaders would be doing all they could to seize and shepherd creative ideas through to application. Yet the survey showed that only 21% of leaders were really actively seeking ideas from anywhere and anyone in their organisations. Only 23% of survey respondents answered that it is very easy to get support for good ideas in their firm. That germ of an idea will start with one person, but will it start at all? If you don’t care about the firm and you are not engaged, you don’t care if the mousetrap being built is better or not. Our research on the emotional triggers for high engagement showed that leaders need to make their people feel valued, confident, empowered and connected. These are all leader soft skills and depend on attitude orientation and communication skills to work. However, the numbers do not look promising. Only 27% of respondents said their manager makes them feel really valued, just 24% strongly agree they feel empowered and 62% said they don’t feel particularly confident in their skills and abilities at work. Purpose is a key word in business today. Are the leaders actively promoting an emotional connection to the team’s work? Are the daily tasks being connected back to the company’s purpose by the leader? You might be thinking, “no problem, I do that”. However, if we recorded your conversations with your staff for a full day, how much time would have been spent connecting work with purpose? By the way the boss waxing lyrical about “shareholder value” won’t cut it, as a defining purpose for the staff. We need a higher purpose here to motivate people to get out of first gear. Psychological safety is a phrase we didn’t anything about at work until recently. Today, crusty old leaders like me, have to re-invent ourselves and become more skilled at creating, coaching and maintaining workplace psychological safety. This is not that easy. Many of us grew up in the “suck it up” ethos of fight or flight. “If you can’t take it, then leave and we will replace you with someone tougher who can handle the pressure”. Namby-pamby whiners complaining about their lack of psychological safety are an affront to everything we did in our careers, because we did tough it out and we did climb the greasy pole to the top. So what? That is not the current workplace. Times have changed and we have to change with them. The War for Talent is unending and is actually becoming more intense. We can’t throw people overboard today, because replacing them will be a nightmare. We just cannot afford to ignore people with ideas, because we are running the show like a demented pirate captain. If the environment is considered safe for idea generation then there is a higher willingness to take risks such as putting forward new and original ideas.
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Four Attributes For Leaders To Master
08/20/2025
Four Attributes For Leaders To Master
Regardless of what level of leader we are, from neophyte to legend, there are four attributes which we need to master and keep remastering, because business never sleeps. There are leaders who are busy, busy working in their business and then there are those who make the time to work on their business. The biggest component of working on their business should be working on themselves. This however tends to be neglected. We graduate from varsity, learn on the job, maybe we can lob in an executive education week, at a flash, brand name business school, but the day to day consumes us. Before you know it, the last serious work on yourself as a leader was many, many years ago. Often all you have to show for the passage of time is a thinning hairline or more grey (or both), a more generous waistline and higher blood pressure. Leadership as a discipline requires constant study. We need people to work longer, so the generations in the workplace have increased up to five for the first time in history. Younger people grow up digital natives, seem terrified of the phone in many cases and often lack sufficient interpersonal skills, because they spend all their time staring at screens. In Japan’s case formal leadership education is rare because most firms don’t invest and default to the OJT (On The Job) training model. A few generations of this and the wheels fall off. Covid forcing leaders to operate in a remote online environment, exposed the weaknesses in the leadership cohort education systems. Many of our clients contacted us to get to work to fix the issues. The areas of greatest weakness tend to be: (A) poor time management, especially not having a rock solid system for prioritising time usage and then having discipline to spend their time working on only the most important items, when they are at their freshest. (B) Delegation of tasks, so that the boss can work on the highest value items that only the boss can do. Delegation tends to be a fertile training ground for subordinates, to prepare them to step up and take accountability at a higher level. Bosses who hoard work, because they don’t know how to delegate properly are denying their staff the opportunity to grow. (C) Coaching is one of those high value tasks which is always sanctified but little practiced. Bosses confuse barking out orders like a mad pirate captain with coaching. When we shadow bosses and at the end of the day show them how many actual minutes they spent coaching their staff, they are universally aghast at how little time they are investing in their people. Selling is a boss job for both internal and external audiences. Some bosses though, mistake spruiking for selling. Sales is mainly listening to the answers to supremely well crafted questions. The remainder of the time is spent asking follow up questions and introducing solutions. Bosses need to sell their vision and direction for the company to the team, stakeholders and the shareholders. If the boss has come up through the sales track, then there is a hope that they can do this well. If they are technical people, who have come to occupy the hot seat, this idea may be foreign, even repugnant to them. Nevertheless, bosses not only have to be able to sell, they have to master all of the medium touchpoints which now populate our business universe. Communication skills maketh the leader today. Bosses have to be able to compose and deliver messages, all the while being paragons of clarity and conciseness. This is the Age of Distraction and the Era of Cynicism, so the task to get our message across has become unbearably complex and difficult. Staff are time poor, constantly minimising everything, swimming against the daily tsunami of emails and tramping from one meeting to the next. They are often not devoting the right amount of time to digest the boss’s messages. The related skill here is giving presentations. In this modern era, a boss who cannot give a sterling presentation won’t be boss much longer or won’t rise above their current station. There are best practices for delivering presentations and a boss who doesn’t know them is defective. I was astounded to witness a gaggle of executives give two minute talks on why they should be elected by their peers to executive council positions. These were captains of industry in charge of brand name firms with large numbers of people and significant revenues. They were shockers. How could that be? They obviously hadn’t received any training on how to present and it embarrassingly it was obvious to all. The modern boss has to be a multi-tasking wizard, waving magic wands across leadership, sales, communications and presentation skills. This is not an opt in function or a nice to have. We are speaking of necessities here, because if your rival has the full package and you don’t, they will win and you will lose. We don’t want that do we!
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Do You Have A Leadership Philosophy
08/13/2025
Do You Have A Leadership Philosophy
We are often leadership practitioners, rather than genteel philosophers, pontificating on leadership issues. Yet, we have probably developed a certain style of leadership nevertheless. We just haven’t focused on it as a methodology, because we are too busy doing it. We leave the books and articles to the academics, who study this stuff with intellectual rigour, complete vast research projects and then write about business from atop their ivory towers. Or we leave it to other successful business people to have ghost writers assemble their mad ramblings into a coherent form and get it published. Or we have that rare bird amongst businessmen, someone who can write their own tome on the subject. If we think about the concept of kaizen, continuous improvement, it would make sense to apply this to ourselves, as leaders in our businesses. We should take a moment and examine just what we are doing, why we are doing it and how we are doing it. In this way, we can analyse where there are gaps, inadequacies and fluff. Maybe we received our business education in the University of Life or maybe at varsity, but we cannot rest on what went before, because business keeps changing. Sometimes you will read a book on leadership and think to yourself, “I could have written that”. It is a bit like comparing your kids daubs at playschool with some modern art and see the results as basically the same. The big difference is you didn’t try and product that piece of art and you didn’t write a book. The process of getting your random thoughts into a clear and coherent story is the discipline of the writer. We don’t have to publish a book on leadership. If we search “leadership” on Google we get one billion eight hundred and seventy million results. On the US Amazon site it lists over sixty thousand books on leadership, so do we really need another book on the subject? However that same discipline needed to write a book is useful to uncover why we do what we do and why we think what we think. Start by breaking down what you do as a leader. This will be a bit of a shock, because you will quickly realise that you spend a lot of time managing and doing work, but it is not actually leading. That in itself is a good breakthrough to remind us that we need to work on the highest value items. One of those must be getting results through others and that means more time should be spent on leading the team. We can take a look at strategy. Is this just some fluff we pump out each year to keep HQ happy and we really haven’t spent any significant time educating ourselves on strategies for growing our company? Have we noticed that a lot of what we do is down in the trenches and we are not spending any time standing on a sunny upland contemplating the bigger world and devising a strategy for the future direction of the business? We might reflect on our communication. Another shocker. We notice that we are telling people what to do most of the time. We are not engaging them to see what they think, to plumb their experience and garner their ideas. We are shouting out orders like a pirate captain. We also notice that we don’t communicate much about the big issues facing the business. We don’t do many town halls or regular update emails to keep everyone abreast of what is going on. If we attended a meeting of the regional heads for APAC or a get together with the top brass back at HQ, we keep it all to ourselves and forget to share the findings with the team. How much time do we spend on motivating the team? This is a trick question because we cannot motivate the team. We can only create the culture and environment where they motivate themselves. If you don’t believe me, try shouting “be motivated” ten times to any staff member and watch the results. Leaders get the culture they deserve, so what have you been doing on the culture build front as a leader. Nothing much? It is a simple exercise to break down the various aspects of leadership in your business and then examine just what you are doing as opposed to what you should be doing. Yes, it is a bit scary, but better to be scared by yourself than a rival or the market. If it goes well, it might be time to reach for the search tool for that ghost writer or getting busy typing yourself.
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Stop Procrastinating And Start Delegating
08/06/2025
Stop Procrastinating And Start Delegating
The most fatal words ever spoken by a leader are , “it will be faster if I do it myself”. No it won’t. If you want to scare yourself, sit down and write down all the tasks that you face both regular and irregular. That is one long, long list for leaders. Are you really going to be able to get through all of these items and take care of filing your taxes on time, see the kids sports events, have a romantic dinner with your partner, lie on the couch and read a book, magazine or the newspapers? In short, you won’t, because you will be working all of the time, putting off life to earn a living. The treadmill you should be the on is the one down at the gym, not the one where you are working like a dog, because you are trying to do it all yourself. Inherently, we know we should delegate, but we have had prior bad experiences with it and are now gun shy about using this important tool in our leader toolkit. When I was growing up in Australia there was a common expression that “a good workman doesn’t blame his tools”. Delegation gets a bad rap because it is a misused tool and the tool itself is fine. What we are mistaking is dumping for delegating. What does dumping look like? My old boss at Jones Lang LaSalle literally dumped two huge file collations on my desk, with a “whump”, they were so thick. He just said “take care of this” and walked away. I had to take on the work in those files, but there was no guidance, no instructions, I just had to work it by myself. Is there a simple and better way to make sure that as the leader we are only working on the most high level tasks that only we can do? Here is an eight step process to make delegation work for you. Step One: Identify The Need Among the many tasks facing us, which ones will lend themselves to being delegated and what does a successful delegation outcome look like in our mind? Step Two: Select The Person This may sound counterintuitive, but select the person on the basis of how this delegated task will help them achieve their goals. Wait a minute? Isn‘t the delegation about me achieving my leader goals of getting work off my leader desk? Actually no. We are focused on using delegation to build leader bench strength in the organisation not playing “pass the parcel” at work. Think about the team and identify which strengths need attention and how this piece of work will build this person’s capabilities. Step Three: Plan The Delegation Meeting We don’t plan to fail, but we fail to plan and this is one of the big missing pieces in the delegation puzzle. Leaders will just willy-nilly grab the person and starting downloading what they want them to do, without thinking the conversation through in any meaningful way. There are three sub-goals involved here. Desired outcome – what is the outcome to be accomplished and what does success look like? Think ahead to be able to explain what is in it for the person receiving the task. Current Situation – Clearly analyse where we are today both internally and externally. What factors may hinder or help this delegation? Goals – Define and set goals which are reasonable and yet challenging. Step Four: Hold The Delegation Meeting There are four subset goals. Identify their vision or goals. We are trying to align the task with their own goals so we need to be clear what is in it for them. Identify specific results to be achieved. We need to make success clear and also talk about the strengths they have which will allow them to succeed in this task. Outline the rules and limitations. There are bound to be resource limitations around time, money and people. These need to be made clear from the start. Review the performance standards. To what level of sophistication are they required to deliver results? Step Five: Create A Plan Of Action We don’t create the plan – they do. This is important to give them authority and ownership of how this task gets done. Step Six: Review Their Plan They create it but we must check it so that we are all on the same page and have a clear understanding of what happens next. Step Seven: Implement the Plan If there are other people going to be impacted by the plan then the leader’s job is to clear the way and provide any needed air cover, while the task is under way. Step Eight: Follow Up Without micro managing the task, the leader needs regular progress updates so that everything is going as expected and there are no surprises at the end. None of these steps are diabolically difficult or complex. Well then, why don’t all leaders follow them? It could be because they haven’t thought about a process for delegation or they fear the time required for Steps Three and Four. Stop procrastinating. These two steps, Three and Four, are not that big a time steal, so suck it up and get going. You will never have the time available which you need, unless you start seeing delegation as a tool to develop the talents of your subordinates and treat the whole process that way. Delegation is just Latin for coaching!
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Stakeholder, Customer, Employee - Whose Interests Should Leaders Prioritise?
07/30/2025
Stakeholder, Customer, Employee - Whose Interests Should Leaders Prioritise?
Shareholders put up their future security in the hope of increasing their returns and adding further to their security. They take risk of losing some or all of their dough. CEO remuneration is often tied to how well they increase value for shareholders by driving the share price up and paying out regular fat dividends. Customers buy the product or service, so without them being enthusiastic, the scale of the revenues will fall and so will the share price and dividends. Without engaged employees, the customer won’t be satisfied with the quality of the solution or the service provision. If you don’t care about the company, then you are unlikely to care about the firm’s customers. These interests are not always aligned, so where does the leader need to assign attention? There is no business without a customer and the reason you have customers is because your staff make sure you have repeater customers, rather than single transactions. CEO attention however is not always focused on the staff. They can see the staff as a tool for arbitrage in order to get more revenues. The “pay em low and charge em high” type of mantra. The USA has confused the world with its up to 300 times ratio between the CEO remuneration and the lowest paid employee. The fact that many failed leaders of big corporations get hundreds of millions of dollars when they are forced out is also astonishing. I don’t see that as a sustainable model for Japan. As leaders here we need to be focused on recruiting and retaining the best team members we can afford. Recruiting them will only become more fraught in Japan and retaining them will be ever challenging. The way to attract people is by having very deep pockets and paying tons of dough to the staff. If that isn’t an option, then we need to build a culture where staff will trade money for the environment. Getting paid a lot of money to work in a toxic environment isn’t sustainable and eventually people crack and look for a better environment to work in. How can we engage our staff so that they don’t want to leave and while they are with us, they want to work hard for the enterprise and want to support each other in that process? Gallup’s 2021 survey in the US found that 36% of staff were engaged, 50% were either indifferent or compliant and 14% were disengaged. Japan is hard to judge with these Western surveys. Japanese staff are conservative in their estimations because they are always thinking in absolute, rather than relative terms. Also, questions such as, ”would you recommend our company as a place to work for your friends or relatives?”, have a lot of cultural issues in Japan, that we don’t have in the West. This is one of those key “engaged or disengaged” decider questions in these surveys. Japanese staff don’t want to take the responsibility in either direction. They don’t want their friends complaining to them about the company they have now joined. They also don’t want to have the company complaining to them about their friend they have just introduced. Better to give this question a low score. Overall Japanese surveys are always at the bottom globally but is that really an accurate reflection of the workforce? What do staff want? Here is what we found from our surveys looking at the emotional drivers of engagement. Number One was they want the leaders to have a sincere interest in the employee’s well being. The key word here is “sincere”. This means taking a holistic view of the employee and not seeing them as an arbitrage opportunity or a tool to spoon up more revenues. Another key phrase is “well being”. In this modern age employees are taking responsibility for their kids, but also for their parents, as the latter age. That means they need a supportive work environment that puts health and family health above company health. Sounds sensible, but is that the case down at your shop? As the leader, is that how you are talking and making decisions? Is this an approach that is sustained right throughout the enterprise from top to bottom? Are all the leaders walking the talk, starting with you? There is much more required beyond mere words and slogans to make these approaches the daily reality. Coaching and communication skills for leaders will rank at the top to encourage staff to believe what the company is saying. How would you rank these two skill sets across your leadership bench? If it isn’t where it needs to be, what are you doing about it? Everything is related to everything else, so it needs a complete solution rather than a fragmented result. How is that coming along?
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Leaders Defending The Indefensible
07/23/2025
Leaders Defending The Indefensible
If the client complains directly to your staff member about their poor service, should you go to bat for your team member? Should you publicly apologise and deal with the errant staff member privately? Should you make a public show of solidarity with the staff member and criticise the manner in which the complaint was made? Should you aggressively argue the point with the client? Should you just ignore it and get back to other pressing matters? The answers to these real life situations will differ, depending on the culture of your society and your legal system. America is a very litigious society and there seems to be a built in reflex to not admit guilt, accountability or responsibility. The upshot of this positioning is to ignore what was said to your staff member and hope it goes away naturally, after the client has gotten their complaint off their chest. Privately, the boss can then commiserate about the “nasty” client and bond with the staff member. Loopholes are always in high demand in these tense situations. The favourite one is to complain about how the client communicated the complaint. If the client is really losing it and abusing the staff member, that is great for the boss. Now their high horse can be mounted and a full attack on the unreasonableness of the client can be commenced. It is a bit trickier when there is no name calling and no florid abuse of the staff members stupidity. A clear outline of the staff member’s failings by the client is annoying, because it is hard to beat it back. An attack on the language can be made anyway and various deductions made about the “accusatory” nature of the remarks and appeals made for fair play. If the labour market is tight, the boss may be prepared to lose a client in order to retain a key staff member. How about Japan? Arguing the point with the client is unthinkable. The same applies to taking responsibility and accountability. Japanese clients expect this and if it is not forthcoming, they will keep pushing until they get it. No sweeping under the tatami is acceptable here in Japan. The concept that the client has to be moderate in their communication of their complaint is a non-starter. The client is allowed to be as obstreperous as they like and the guilty party has to accept it. So as the boss, how do you deal with your staff member? Do you hang them out to dry and bear the full force gale of invective from the client, as a good lesson in client service requirements? Do you stand up for them and defend them against the client’s claims, while privately reading them the riot act? Do you decide the staff member is someone you would rather retain than the client? I have recently been in all three of these scenarios. I have been the aggrieved client, observing the American style of “shift the blame back to the complaining client” model. I stood by my team member’s claim against the service provider and went hard to support the argument that the service provision wasn’t good enough. When the shape shifting kicked off, I went even harder to counter that nefarious attempt to slip out of the noose. I have fired the client. A very unpleasant client began belittling one of my salespeople, when speaking about her. I did not accept that libellous affront and staunchly defended the staff member, without hesitation. I then told my salesperson to fire that client and don’t deal with them ever again and to keep a note in our CRM, for when they get fired and pop up in another company. Life is short and they are not the type of person we want to spend any time with, so we should get rid of them forever. And we did. I have screwed up. I have had to go hat in hand and apologise to the client for my shortcomings. I have had to sit there and be berated by the client, at length and in great detail, for the error. I had to be not only accountable, but also sincerely remorseful and apologetic. I had to determine to give the money back, without ever being asked to do so. In principle, we should accept responsibility for our service or product provision and when it is inadequate we should accept the blame and do everything we can to fix it. No mealy mouth platitudes or counter offensives about “inappropriate language”. We should be the one to bear the client’s wrath and deal with our staff members in private. Is the client always right – no. We should stand ready to fire the client too, if that is what the situation calls for. None of this is easy, but we have to determine what we mean, when we say we are in the business of serving clients. We have to set the example for everyone to follow and we have to be consistent.
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Zones Of Staff Performance
07/16/2025
Zones Of Staff Performance
Recruiting and developing the perfect team is an illusion, a Fool’s Gold hot pursuit for leaders. Even if you do manage to recruit great people, an increasingly difficult task in Japan where the population is in decline and the improvement of English skills is getting nowhere, they leave. They start a family, get poached for more dough, get sick, need to take care of aging parents or a myriad of other reasonable reasons and you have to start again. The reality is we are always going to be dealing with people in different stages of their career and ability build. It is useful to know which solutions are appropriate for particular situations. Japan loves the middle of the fence and sitting there is the most comfortable position. In fact, in a mistake, defect free work culture like Japan that makes a lot of sense. Building slack into your world means you never get strained to a point where you might make mistakes. On the other hand, there is a lot of underperformance associated with being in the Comfort Zone, relative to what is possible. In big companies, if promotion through the ranks is determined by age and stage, why would you care? Just sit tight, keep your head down, make no errors and you will rise, like cream, to the upper levels, although never to the very top. That might be good enough for many people. The flipside of this equation is you get bored. This particularly seems to occur with engineers. They often need something interesting to work on and if they don’t get it, they could be lured to greener, more interesting pastures. For the rest of us, the Comfort Zone saps our will to do our best work. What we do is enough, but not all we are capable of and the gentle hum of that equilibrium, where we face no stress, is like a lullaby, putting us into a state of stasis. At the other end of the scale are those working in smaller companies, where they have to do everything, because there are not enough specialists. Leaders place heavy burdens on them. They have high expectations of people who are underpowered for high levels of performance. This could be a gap in aptitude or insufficient experience and training. The work is overwhelming and they are very stressed. They run into the conundrum of needing to avoid errors, yet plough through the workload. They are stuck in the Frozen Zone. They are erring on the side of caution, because the no mistake culture is causing them to avoid risk and really going for it. The Breakthrough Zone is where we want people to live. They are performing at full expectations just within or slightly beyond their capability. They permanently live in stretch goal land. They are able to challenge new tasks, because they know errors are seen as education and mistakes are tolerated in the messy world of innovation. What is interesting is that our people could be in all three zones, depending on the tasks at hand. The movement between zones is also a constant, as work changes, colleagues change and the company direction changes. In the West, you get hired for a job, the senior leadership makes some decisions about the firm’s direction and next thing you find yourself out on the street. In Japan, you are expected to make the transition. Someone in the Breakthrough Zone can see their performance decline when given a new, challenging task. Like any new task, there is a learning curve and the initial track of that curve is down. After some period of adjustment their performance begins to track back up again and keeps going up. As leaders, do we know where our people are across their various tasks? Over time, can we identify the tell tale clues to understand where each person is right now relative to their tasks? Have we got too many people underperforming in the Comfort Zone for some tasks? Have we given so many tasks to others that they are overwhelmed and stuck in the Frozen Zone? How many would we identify as being in the Breakthrough Zone. Can we see mistakes as education? Are we prepared to accept errors during innovation? Can we anticipate temporary performance decline when new tasks are allocated? Are we giving people enough training and support? What is the culture we are creating? We need to know these things if we are going to see the best performance from our crew. Yep, we are busy like bees on speed, but we need to be watching carefully how people are doing, task by task. Have you ever done that or thought that way? If I asked you, could you plot your team in a matrix, zone by zone, across their tasks? Perhaps, it is time to do just that and keep doing it.
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The Listening Leader
07/09/2025
The Listening Leader
Leaders are often poor listeners in the modern age. To listen to our team members requires the allocation of precious time. Advances in technology, especially hand held devices, was trumpeted as unfurling access to more time for contemplative pursuits and work-life balance. Is there anyone out there who feels they are now more ebullient, because of all the extra time the technology has thrown our way? Probably not. In fact, as the pace of life has sped up, we are more time poor than ever. The mobile phone has become addictive and we are reaching for it almost every second of the day. We carry it around, we keep it close and we are plugged in 24/7. Leaders are probably the most time poor in society and so interactions with our team members becomes more and more transactional. We want something from them in exchange for salary. We want that report, that update, that meeting and then we rush to the next thing on our To Do list. If we clocked how much time we spend we each day coaching our people, the results would be preposterously bad. Developing our people is one of the key tasks of the leader. How can you develop people if you have little clue as to what is happening in their life? Japan is especially tricky, because staff don’t share much about their private lives with their colleagues or the boss. For example, if someone is getting married, they keep it a secret until it is a done deal, so there is no possibility of the marriage plans falling over and them losing face. This means as the boss, we need to make a bigger effort to engage our staff and understand what are the key things in their lives. We need to see where we can help them advance their careers. But time poor people struggle with this. I know myself, I have never been busier. When things are going well you are busy fulfilling client orders. When things are bad, you are busy trying to get client orders. There is no rest. Everyone working from home has made the whole communication piece more challenging as a leader. My time poor status has been elevated even more negatively by the pandemic and its impact on business. As bosses, we imagine we are listening to our staff, because we are too optimistic about our time allocations and priorities. In fact, we are giving orders, checking on details and coordinating efforts across the team. This is not listening, because the direction tends to be one way. “Aye, aye captain” as a response from our staff is not communication. It is a passive response to our barrage of demands. There are different levels of listening and if we are not careful we can get stuck down the bottom of the hierarchy, at pretend or selective listening. With ideas, thoughts, decisions buzzing around inside our brains, like a lot of bees on speed, we can miss what is going on around us. People are telling us things, but we have not been able to break away from the thoughts occupying our minds. Instead, we make sounds that appear to indicate we are listening, but actually we are in the pretend listening phase. Or we may be filleting the white noise emanating from our staff member and seeking only the most highly relevant bits, ignoring the rest. It as if instead of speed reading, we are speed listening, skimming through the conversation, picking out the plums and discarding the rest. We want to move up the scale to attentive listening and empathetic listening. I used to work with a younger colleague who would continue looking at his computer screen and keep typing, while you were talking to him. After suffering from that bizarre and unnerving experience, I made a commitment. Whenever people want to speak with me, I need to physically prop the keyboard up on my desk, turn my head to face them and look straight into their eyes, giving them my 100% attention. I need to be fully present for what they want to say to me and do no filtering. I need to relax and really listen to what they are saying and also think about what they are not saying. Empathetic listening is extremely difficult, if you don’t make the time to speak with the team members. We need to know what is going on in their life. The only way to do that is to leap off the leader rat treadmill and spend time with them. We need to take a leaf from the slow food movement. We need an equivalent slow leadership movement, if we want to really hear our staff. Slow down with people to understand their perspective, their emotions and their thinking. We are listening with our hearts, eyes and ears to hear their needs. They are not making as many Japanese as they used to, so we will all be locked in a struggle to the death to recruit and retain staff. It is a zero sum game. If you cannot keep the right people and your competitor can, then they can put you out of business. The boss ability to listen at the empathetic level is going to reflect the type of culture and environment, where people feel they can do good work. Get this wrong and no amount of tech will rescue you.
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The Awesome Power Of The Leader
07/02/2025
The Awesome Power Of The Leader
We have met them. Thrusters, mad with power and hungry to control others. Organisation insider politicians who spend all of their time sucking up to the powerful, while lobbying for themselves to be granted more and more status and authority. The absolute nobody, who controls approval processes and who milks it for all it is worth. The psychologically damaged and emotionally stunted intent on making our life hell, now that they have been promoted. The mixture of leaders and power can be a powerful tonic and it can also be a toxic cocktail. Let’s take a look at five power constructs for leaders. Have you worked for any of these bosses? Which amongst these are you? Authority power is the absolute refuge of scoundrels. They have nothing going for them individually, but they have three stripes on their sleeve and we have none, so they can control our lives. They flaunt their position power and try to suppress everyone under them. They often hate their job and take it out on everyone they can bully. There has to be hierarchy in organisations and there has to be compliance with policies. Leaders are there to make sure that happens but some take it way beyond the original intention. Coercive power is nuclear brute force unleashed on anyone who questions the leader’s position, direction, policies, actions or who they decide they don’t want or don’t like. When the status title or the three stripes doesn’t impress subordinates, or when they feel threatened, then the scoundrel morphs into the demon. This is often the leader parachuted into the organisation from outside, who starts looking around for people to disappear. They want to build their own crew of cut throats who will follow and support them. They use all the power of the machine against you and there is very little recourse. The infamous Performance Improvement Plan (PIP) is their favoured bludgeon of choice with which to eject you out of the organisation. Expert Power describes those with capability, knowledge, experience, intellect and expertise. They are very smart and accordingly can command genuine respect. We look up to them as a superior being in their field of speciality. They are completely confident within themselves and so have no need to belittle others or flaunt their big brains. They are magnets for attracting followers and fans. Reward power is the ability to garner followers by buying them off. Transactional relationships abound. “I do this for you, so you need to do this for me”. “If you don’t do what I say, you will miss out”. Flunkies, yes-men, sycophants, toadies and lickspittles flourish. They use the power of awarding promotions to favour nasties like themselves. As patrons they demand total loyalty and so they trail these minions with them ever upward through the hierarchy, in order to bolster their own positions. Role model power is the knight on the white charger. They have charisma, integrity, vision and attract support from followers who wish they could be like them. They have expertise like those with expert power and are respected because they can project their capacity beyond specialist knowledge. They have tremendous EQ, human relations skills and are excellent communicators. As leaders we are sometimes all of these types. We need authority to get things done, especially when our subordinates don’t agree with the policy or decision. Not everyone is engaged with the direction the organisation is going and sometimes we have to coerce them to toe the line, whether they agree with the direction or not. Hopefully we have real expertise in key areas, which justify the trust placed in us by the organization. We need to reward good performance and encourage others to do more and make even bigger efforts. We should be the role model for the team. We are doing our best to grow our bench strength, so we are coaching others and investing in their career trajectories. I am sure we have all seen megalomania gone mad in leaders. Equally, we have also met leaders who are truly impressive. How are you seen by your subordinates? The Johari Window talks about our leadership blindspots. We can’t see our own faults but they are visible to our staff. What can you do to investigate your blindspots? How open are you to painful feedback on your behaviour? What about all of those grossly unfair statements you read in the 360 degree feedback document? What are you going to do about them? As the American philosopher Yogi Berra famously noted, “Leading is easy. It is getting people to follow you which is the hard part”.
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To SER With Love
06/25/2025
To SER With Love
To SER With Love In the movie “To Sir, With Love”, Sidney Poitier was brilliant in the role of a black teacher in a tough London East End high school. He was trying to make a difference for these young outcasts to better prepare them for the life they would face after graduating from school. A very uplifting story about what is possible when we encourage others to be their best. So what has this got to do with business, you may be asking? As leaders, we have four jobs. Run the machinery of the operation so everything works well, provide the vision on where we are going, explain the WHY and build our people. This “build our people” part is a communications exercise which most leaders fail to do well enough, myself included. Many of us grew up in business in a era when your boss just expected you to get on with your job. No encouragement was needed, because you were required to do a full day’s work for a full day’s pay. Praise didn't exist and you found your own sources of encouragement. Things are different today, but are we skilled enough in the best practice techniques of giving honest praise and encouragement? This is where the acronym SER comes in. “S” is strength, “E” is for evidence and “R” for relevance. It is a useful formula to remember when you want recognize the good work done by one of your team. “Strengths” are interesting because most bosses are laser beam focused on identifying weaknesses and fixing them. They are “error finders” as opposed to “good work finders”, when looking at how people carry out their tasks. They are searching for defects, time delays, poor quality, unsatisfactory performance, cost overruns and basic idiocy. If we switch our mindset and look for strengths, then we completely change how we see our people. That automatically changes how we communicate with them. Now words strung together like “good job” are a complete waste of time. Please - don’t even bother saying them. The person on the receiving end is fully aware they are doing many things in their work, but still have no clear idea which particular bit they are doing well. We need to be highly specific about which aspect of their work we are recognizing. This is how our words have impact. “Evidence” is critical to demonstrate that the boss has been paying attention and has noticed good work is being performed. By referring to specific actions, decisions, outputs etc., the staff member knows the words coming out of their boss’s mouth are real and not flattery, propaganda or an attempt to snow them into believing the boss is nicer than they really are. Every piece of work is made up of separate tasks, so the idea is to select a particular task that was done well and single it out for praise. You could say, “Greg, good work on the report”. Or you could say, “Greg, thank you for your work on the proposal for the client. That was one of the best I have seen. You assembled the evidence very comprehensively and you argued the case very convincingly. I am sure the client was impressed by the professional level of the work they received from you”. It is obvious which one we want to receive. So, if it so obvious, why aren’t we communicating our feedback like this? “Relevancy” is a key step that 99% of bosses who do manage to offer some praise and recognition completely fail to mention. We have to recognize the work, offer our evidence to make the praise credible and then take it one important step further. We need to link the good work being done to the bigger picture. That can be for the firm’s future, but it is much more powerful if it is linked to WIIFM. “What’s In It For Me” is a powerful driver of employee self-interest. The secret is to select that piece of excellent work and then link it to how that is going to help that person succeed in their business and career. For example, “ Greg, your ability to source key data and then back it up with clear, concise language is a real skill. That is the type of skill our company values highly. It also means that you can have impact in your current role. This is the calibre of person we want to make a future leader in our organization. I know you are working hard and keep going with what you are doing, because you are differentiating yourself in a powerful and positive way. This will be a big help to you in your career”. If you are hearing that comment, you are going to be fired up to try even harder and push even further. “Greg, good job” pales in comparison doesn’t it. Even worse, when nothing has been said at all, because working hard is expected around here, there has clearly been a major lost opportunity to engage your team members. What is required? That most valuable of all resources – “boss time”. We have to make the time to become “good finders” and then take the time to communicate it using the SER formula. If we can do that, then we will make a huge difference to the enthusiasm, loyalty, productivity and happiness of our team members. They will outperform the competition, because a happy motivated team will always beat a disinterested, disengaged competitor’s rabble.
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Common Leader Achilles’ Heels
06/19/2025
Common Leader Achilles’ Heels
We know the name Achilles because of Brad Pitt and Hollywood or we may have read the Iliad. He was a famous mythical Greek hero whose body was invulnerable, except for the back of his heel. His mother plunged him into the river Styx to protect his body, but her fingertips covered the heel, leaving it vulnerable. Research by Dr. Jack Zenger identified four common elements which comprise Achilles’ heels for leaders. Blind spots are a problem for all of us. We can’t see our foibles, issues and problems, but they are blindingly obvious to everyone else working for us. Remember, subordinates are all expert “boss watchers”. They examine us in the greatest detail every day, in every interaction. Let’s examine what Zenger found and see what we can learn as leaders. Lacking Integrity Not too many leaders would be saying they lacked integrity about themselves but that may not be how they are seen by their subordinates. The organization may be zigging but we decide to zag. We don’t agree with the policy, so we decide to head off in another direction. There may be promulgated values developed in the senior executive suites and we are not modelling the correct behaviour. Maybe our big leader egos can’t admit mistakes or when we are wrong. We try to bend logic and justify our way out of the situation. Maybe we say one thing and do the precise opposite of what we are preaching. “Do what I say, not what I do” – does this sound familiar? Not Accountable “Of course, I am accountable – what nonsense”, may be our first reaction. We may be telling our boss that the poor results of our team are because we haven’t been issued with the sharpest tools in the toolbox. It is all their fault and we are pristine and perfect. The 360 survey results are a bloodbath, as our subordinates hoe into us for our various failings, but we dismiss the results. “Piffle. Don’t they know what I am facing here. The pressure, the stress. No one appreciates how hard I am working. They have no idea what they are talking about”. Perhaps our decisions are poor and instead of owning them, we push the blame off on to others, particularly other departments. “If only IT did their job properly. If only marketing were more professional. If only sales was pulling their weight”, ad nauseum. Over-Focused On Self It would be difficult to find leaders who don’t have this attribute to varying degrees. You don’t see too many wilting violets whisked up into leadership positions. Self-promotion is a fundamental aspect of getting ahead in business. The issues arise when it goes to extremes. Strong leaders can often believe they are in a zero sum game and another’s success lessens their own worth and promotion opportunities. Not cooperating with rivals or even attempting to sabotage them can be some fallout from this attitude. Subordinates too can be seen as future rivals who might replace the boss, so better to not delegate to, coach or provide experience for capable people in order to keep them down. Uninspiring It would be a rare bird of a leader who admitted they were uninspiring. We easily believe we are a role model for others, that we have credibility and are someone others would want to emulate. However, we might be a hopeless public speaker, barely able to string two words together without injecting a series of ums and ahs into proceedings. We might be morose, weighed down with the pressure of our position and responsibilities, permanently in a bad mood. We might be so busy, we are incapable of directing others and wind up dumping work on them minus the WHY and the how bits of the equation. There is a bitter pill for leaders to swallow to overcome their blind spots. It is called “feedback” and it can often taste sour, jagged and unpleasant. We cannot see ourselves as our staff see us, so gird your loins and ask for help to be a better leader. This is never easy, but the alternative of blundering forward, repeating the same errors is not tenable. At some point the organization will have a reckoning with us and it might prove fatal to our careers. Better to take our medicine early, under our own direction, than hoping for the best and eventually getting the chop.
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Are You Authentically Aggressive Or Assertive As A Leader
06/11/2025
Are You Authentically Aggressive Or Assertive As A Leader
In today’s business world, leaders need to be “authentic” leaders. We have all come across this somewhere, endorsed by self-proclaimed gurus and prophets. I often ponder what does that actually mean? I am sure all of those Japanese leaders screaming abuse at their staff, when they make mistakes, are being authentic. They are authentically terrible, dictatorial, abusive leaders. Actually this worked like a charm for a very long time in postwar Japan. You joined a company for life and there was only one route for those who changed jobs and that was down into a netherworld of strife, insecurity and lower salary. In the goode olde days you had to dodge the flying ashtrays thrown at you by your authentically enraged boss, endure their publicly delivered abuse and keep going. Yamaichi Securities going down in 1997, made changing jobs mid-career respectable for the first time for those who became unemployed through no fault of their own. Can a boss be passive at the other end of the scale? No. Bosses have to lead the charge, set the direction, check on the milestones, monitor the performance and drive results. They have to praise those who are doing a fantastic job or have a difficult conversation with those who are failing. Where is the line between aggression and assertion though. One boss’s idea of assertion is aggressive power harassment from an employee’s perspective. In years past this didn’t matter much, because there were plenty of people to go around and it was “my way or the highway”. Today, we are rapidly running out of young people. There is a temporary pause in hostilities in the talent war here in Japan, which will shortly resume, once Covid is brought under control. Aggressive bosses are self centered, concerned about their career and how they look to their bosses. Assertive bosses will stand up for their team and themselves vis-à-vis the big bosses and sharp elbowed thrusting rivals. They have a 360 degree view of what is going on and how actions affect the whole organisation, rather than focused on the needs of one aggressive individual. Aggressive bosses are often lashing out because they cannot control the stress and pressure they are under. They play a toxic version of “pass the parcel” and take it out on their subordinates. Assertive leaders know how to keep calm. They have techniques for handling the stress. They realise that their dark, erratic, satanic moods can destroy the motivation and equilibrium of the team. They are the swan bosses paddling like crazy under the waterline but moving elegantly through the days no matter what is on. Aggressive bosses believe their job is to tell errant staff “how it is” and be very blunt and direct in their speech. Assertive bosses can be honest and direct with subordinates but the language they choose doesn’t become inappropriate or demotivating. They know they need this person to recover and get back into the fray and try again, even though their self-confidence is shattered by their poor work output. When your young staff are useless you can’t easily replace them, so your job becomes to help them become useful. Aggressive bosses often have deep underlying poor self esteem, which is why they lash out and whip people verbally. They need to establish their supreme dominance over the team and fear is their weapon of choice. Assertive leaders have a confident self-image and good awareness of their strengths and weakness. They are at home in their own skin and don’t feel the need to constantly prove themselves or beat up their staff. Rather they are looking for ways to further develop their team. They know they are stuck right where they are, until they can groom successors which will free them up for promotion to bigger jobs. Every firm needs leaders. The person who is the leadership factory is going to be given more accountability within the organisation. I think words like “authentic” need to have more nuanced meanings. What we are really talking about is someone who is honest, transparent, confident, considerate and a builder of people, because they believe that is the best thing for everyone. Being an “authentic “bully in this era in Japan, will be a career ender once the top leadership work out this person is a sieve, rapidly leaking talent out of the organisation to rival firms.
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Three Tools To Engage Your Team
06/04/2025
Three Tools To Engage Your Team
Engaging your team as a leader is a relatively new idea. When I first started work in the early 70s, none of my bosses spent a nanosecond thinking about they could engage their staff as a leader. What they were thinking about was catching mistakes, incompetence, error and willful negligence, before these problems went nuclear. That meant micro managing everyone. “Management by walking around” meant checking up on people. The construct was that the team were problematic and the boss needed to have forensic skills to stop problems escalating. That was the age of the hero boss, who was the best at everything, knew more than everyone else and could do it all. That won’t fly today because technology has made business so much more complex. Back in 1971 Nobel Laureate Herbert Simon noted, “ a wealth of information would create a poverty of attention”. This is where we bosses are today, with hand held devices which keep us permanently connected through the flood release valves of the internet. We are time poor, handling trouble aplenty, struggling to keep up with market shifts and spending too much time on Clubhouse. What this translates into is bosses are too busy to engage their staff properly. Unlike the 70s when it wasn’t a “thing”, engagement is known today and expected. We are doing a poor job by design today rather than through brutal ignorance. There are three useful foundation tools we can apply to spark the process of engaging our staff. Engagement levels are closely calibrated with how well the direction, values and culture of the organisation synchronise with those of the individuals in the team. Here is the tricky bit – how well informed is the busy, busy boss about the team members’ agreement with the firm’s direction, their value set and the culture they want for their workplaces? This is where the “poverty of attention” kicks in and bosses don’t know much about their team, because they never ask. There is scant time for asking questions when you are busy raining orders down like missiles on the team. We can create connections with our team members by asking factual questions about where they were raised, how many in their family, where they went to university, etc. We may find commonalities of experience or gain insights into what has made this team member the person they are today. We need to have this information as a base, but we need to go deeper to help us understand the way they think. That means using causative questions. These are enquiries such as, “why did you choose to study geography at university” or “why did you choose to join that company” or “why did you get involved with parachute jumping as a hobby?”. You get the idea. These questions reveal motives for decisions and inform about priorities. The third tool is asking value-based questions. Our values drive our decisions and carve out our behaviour. For companies this is often where the wheels come off. The rhetoric about what the company stands for and the leadership behaviours don’t line up. There is nothing like tough times to reveal the firm and the boss’s true colours. These are not immediate questions we would ask, because they can feel intrusive. Imagining you will engage someone by getting to know them better and leading off with a question such as “tell me about a turning point in your life” is not going to have the desired effect. We need to be building the trust over time and once we have gotten to know them reasonably well, we can then ask deeper questions. We can enquire, “thinking back to the way things have gone in your life, would you do things differently?” or “what have been the high points of your accomplishments so far?”, etc. Things are in constant flux and a conversation held eighteen months ago may have been overtaken by a series of events in the meantime. So we have to have to make chances to keep engaging with our team to keep up to date on where they are in their thinking, what are their current primary values and recent experiences. Less time on Clubhouse and more chatting with the team will do a lot more for the engagement of your people and will help to drive toward achieving the organisations goals.
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How To Be A Role Model As A Leader
05/28/2025
How To Be A Role Model As A Leader
Smirks emerge quite quickly when you mention “role model” and “leaders” in the same breath. Most peoples’ experiences with leaders as role models have been that they encompass the “what not do as a leader” variety. Hanmen Kyoshi (反面教師) or teacher by negative example, as we have noted in Japanese. What are some of the things we should be focused on in our quest to become a real role model for our teams? We can break the role model aspect into four major areas: Self-Aware; Accountability; Others-Focused and Strategic. Within these four categories, there are eleven sub-categories on which we are going to focus today. Do a mental audit on yourself and see how many boxes you can check, acknowledging that you are doing a good job. 1. Self-Aware covers a number of sub-categories: “Self-Directed”. Leaders have to give others direction, so they must be independent types who don’t have to rely on others to know what to do. They have to be “Self-Regulated” which is a fancy pants way of saying they need strong personal discipline. The leader has to decide what needs to be done and then marshals everything needed to get the job done. This effort has to be sustained over time and that is where the self-discipline aspect kicks in. “Develop Self” talks about taking 100% responsibility for one’s own career. Depending on others, or the company in general, to take care of your career is folly. We need to represent value to an employer, because if we don’t, then we will be replaced by someone who does. The tricky thing about business is they keep moving the goalposts. What was required when you started and what is required today may be quite different. Scarily different. I see so many senior leaders and friends sacked by the organisation, despite many years of loyal and successful service. A new CEO arrives, a merger takes place or a new direction for the firm is set and the next thing you know, you are out. If you have been pursuing your own personal growth, then there is a safety factor involved there to enable you to weather the storms. If you have just been working hard, which is admirable, you are left tired and then on the street. “Confident” is a vague term, really. What actually defines being “confident”. We can recognise it more easily than we can articulate it. A leader who has confidence speaks in a certain way, with gravitas, with a certain finality. Hesitation never arises and the body language backs up the confident words. 2. Accountability is another area with sub-categories: “Competent” describes our capability to understand the business and do the work. Most people rise through the ranks, so they have done the jobs their staff are doing, so they know the content well. Changing jobs and entering as a mid-career hire can sometimes make the competence piece a challenge, though. We have to be a fast learner to build credibility. “Honesty and Integrity” are both problem sub-categories. Honesty is easier to gauge than integrity. We can see if you are honest and can measure it. However, while everyone says how important integrity is, defining it is a challenging task. Saying and doing what you say is a fundamental basis of demonstrating integrity, as is standing for higher ideals. How do you actually behave when no one is watching? 3. Others-Focused is a big sub-category and so not all aspects can be covered here, but we will focus on some key areas: “Inspiring” is in the eyes of the beholder, so as the boss, you have to create the environment where everyone can be inspired. We need to uncover what the range of views on the subject are amongst the troops, to get an idea of how we need to appeal to everyone’s individual needs. This means making time to talk to people, rather than just barking out leader commands all day long. “Develops Others” means going beyond the managerial functions of everything done on time, to spec and to budget. We have looked at this earlier. It means putting time into coaching staff and giving them stretch tasks through delegation. Most people stay functionally at the manager level and never quite level up sufficiently to become a true leader. Whose fault is that? I would argue it is their boss who has failed them. The leader’s job is to create other leaders, and every organisation is crying out for good leaders. “Positively Influences Others” is an all weather skill for leaders. Our grumpy mood, short temper, irritability can bring down the motivation of the team. Also, speaking ill of other divisions or sections to knit our own team together, a weak leader favourite, makes the team doubt the robustness of the organisation. “Effectively Communicates” sounds reasonable, except most leaders are not very good at speaking in public. They do not generate confidence in what they are saying by the unprofessional way in which they are saying it. The solution is simplicity itself: we need to get the training to master this attribute. 4. The last category we will cover here is Strategic. We will deal with just one sub-category “Uses Authority Appropriately”. We are talking about using our position power for good, rather than self-aggrandisement. Bossing people around to boost our own fragile ego and having the need for power over others is totally sad. We are given power to help our people do better - that is the only reason. So how was your self-audit? We now have a framework to place around the term “role model” and we know where we have more work to do. Always a good thing for a leader.
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